Executive Job Description | Senior Account Executive - Financial Services, West Coast
Our client is a global software company that enables enterprises to be operationally responsive to changing conditions and customer interactions as they occur-to capitalize on opportunities, drive efficiencies, and reduce risk. Their comprehensive portfolio provides leading solutions for enterprise integration, data interoperability and application development, including SaaS enablement and delivery in the cloud. Their product suite lets users gain real-time visibility into processes, immediately sense and respond to events, and continuously improve business processes. They provide solutions across a variety of industries, including Travel & Leisure, Life Sciences, Capital Markets, and Communications.
The firm is searching for a Senior Account Executive with extensive Financial Services sales success to identify and close new business within the West Coast region. You will sell solutions that enable enterprises to be operationally responsive to changing conditions and customer interactions as they occur-to capitalize on opportunities, drive efficiencies, and reduce risk. Our comprehensive product portfolio provides leading solutions for enterprise integration, data interoperability and application development. The product suite lets users gain real-time visibility into processes, immediately sense and respond to events, and continuously improve business processes.
This is not a 'product' software sales role; individuals should be used to selling 'solutions' into the retail banking/FS market. Obvously software sales background is helpful, but the majority/most recent background of the candidate must be in solution sales. This is a 'hunter' role.
The Senior Account Executive (SAE) participates in a team-selling environment, providing the Customer with a primary point of contact within Company Software. In this capacity, the SAE will assume the ownership role for their assigned accounts and drive the identification and qualification of opportunities while executing account strategy and generating license, support and services revenues. In addition, the SAE will facilitate and maintain successful relationships with customers, which will be measured by their referenceability, customer satisfaction levels, increased revenue levels and overall account penetration.
Responsibilities:
Opportunity Management
• Identify, pursue and close new sales opportunities through the successful execution of CEM.
• Position Company Software to win new business within the account by developing, communicating and driving effective selling strategies that are based on valid, customer-specific value propositions.
• Routinely discuss and communicate opportunity plan sales strategy with other members of the virtual account team, as well as Company Software field and corporate management.
• Maintain an accurate and documented pipeline of opportunities (prospects and suspects) within
• Company Software CRM and provide appropriate communication of such to Company Software management.
• Provide Company Software sales management with accurate and timely sales forecasts within
• Company Software CRM to ensure proper visibility of new business within Company Software to optimize effective resource planning throughout the Company Software organization.
• Continuously gather knowledge of competitors and how to effectively position Company Software solutions against them.
• Leverage and effectively communicate Company Software's solutions within the accounts to broaden the Company Software's presence and create new opportunities.
Account Management
• Implement and execute effective sales and services strategies to ensure maximum penetration of assigned accounts.
• Build strong customer references by consistently setting realistic expectations early in each sales campaign and meeting or exceeding those expectations through successful execution of the Company Software's Customer Engagement model (CEM).
• Develop an extensive knowledge base of all assigned accounts, including their business profile, key players, competition, application and technology footprint, buying processes, compelling events, political environment and strategies.
• Build an Account Plan for each assigned target account, keeping it up-to-date on an ongoing basis and sharing its content with virtual account team members.
• Within each account, seek to expand and strengthen Company Software's presence by establishing proactive relationships with influential people, both within the customer and other third parties.
• Facilitate customer satisfaction through the proper deployment of the appropriate Company Software resources to successfully execute CEM.
• Attend and participate in customer team meetings, and communicate regularly with virtual team members to ensure customer satisfaction.
Account Team Leadership
• Build and lead an effective virtual account team for all assigned target accounts.
• Lead and participate in internal account team meetings, and communicate with virtual team members to ensure successful execution of strategy.
• Provide periodic Account Plan and Opportunity Plan updates to virtual account team members via Company Software CRM.
• Participate in transition meetings within the account, to ensure proper and consistent communication with customer and virtual customer support team, as well as a presentation of "one face" to the Customer.
• Proactively seek to contribute to Company Software's growth objectives by providing mentoring and coaching as needed to new members of your virtual account team, as well as to new Company Software employees.
Administrative Management
• Comply with all Company Software personnel, sales, proposal and contract policies.
• Ensure all information is updated accurately within Company Software CRM.
• Comply in a timely manner with all travel and expense policies.
• Maintain appropriate levels of involvement in customer issues requiring resolution, including invoices, billings and accounts receivables.
Personal Development
• Develop an Individual Business Plan that will include your business and personal goals and objectives. Discuss, confirm and review on an ongoing basis with your manager.
• Continue to build and grow personal knowledge of industry trends and Company Software product offerings, as well as your general business acumen.
• Review, establish and implement a personal training plan to facilitate your ongoing growth and professional development at Company Software.
Skills/Experience/Qualifications:
• In-depth knowledge of the Financial Services market
• Minimum of 10 years software sales experience selling large-scale Business Process Management (BPM) and Service-oriented architecture (SOA) software solutions and associated services.
• Proven track record of successfully closing large deals over $250k - $1 Million +
• Documented record of exceeding quotas and developing new business
• Bachelor's degree required. Masters degree preferred
• General familiarity with consultative selling training methodologies also preferred
• Position reports to the Northern NY based Regional Vice President.
Interested parties should send resumes to Mark Thrapp, Senior Director, Claddagh Resources, mthrapp@claddaghresources.net, 678-405-4400x212
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