Account Executive

Overview

Responsible for successfully developing and implementing sales strategies within a given geographic and/or vertical market.  Leveraging sales and marketing productivity tools, employs multiple prospecting methods to identify and connect with appropriate new logo and additional client contacts with a need for CBPS services.  Utilizes sales skills, internal resources, and team colleagues to understand client / prospective client needs and to sell relevant solutions.

 

Responsibilities

• Uncovers prospects for business customers primarily through sales and marketing productivity tools, cold/warm calling, external networking, client networking, social media, email, market research, partner/alliances – all leading to meetings that can be converted into pipeline
• Builds, develops, and nurtures relationships with contacts at new logos, partners, clients, and past clients
• Responsible for qualifying and developing complex, well-defined sales opportunities at new logos and cross-sell opportunities at assigned client accounts
• Expected to drive an internal cross-organizational team towards a well-defined end goal and ultimate sale
• Drives new bookings and incremental revenue, and maintains accountability for set goals and objectives
• Attains and exceeds monthly sales quotas, as well as traditional sales activity metrics
• Prepares and presents professional proposals and service solutions specific to the customer’s needs
• Actively participates in various sales and skills training, both company provided and self-paced
• Develops sales plans and penetrates new accounts in a territory and/or vertical market
• Works with various internal departments – operations, HR, finance, professional solutions / analysts to ensure high quality solutions and ongoing account management
• Understands the full array of CBPS service offerings and appropriate target accounts for each
• In addition to continually improving sales and leadership skills, becomes a subject matter expert for select CBPS offerings
• Utilizes Salesforce.com, ZoomInfo, Salesloft, LinkedIn Sales Navigator, and other sales and marketing technology to drive, track, and log all activity related to the sales cycle
• At the discretion of sales and operations management, support complex add-on and renewals
• Accurately forecast and assess probability of closing deals
• Understand general contractual terms and conditions that may increase CBPS risks, and negotiate mutually beneficial outcomes
• Performs other duties as requested by Regional Sales Manager/Director

 

PHYSICAL DEMANDS

• Travel within, and sometimes outside of, geographic region is required
• Mental qualifications include ability to address client needs and sell solutions efficiently and effectively
• Psychological stamina to maintain a reasonable sense of urgency and meet expected deadlines

 

Qualifications

• Bachelor’s Degree required
• Extensive Sales background (7+ years)
• Thorough understanding of complex solutions with a technology slant
• Track record of success with a long sales cycle and with a consultative sell
• Proven prospecting success with a high energy level – must be a proven hunter
• High level acumen in complex business to business sales
• Knowledge of business services, outsourcing and business transformationRelevant subject matter expertise in a vertical or horizontal market a plus
• Proficient in Microsoft Word & Excel
• Proficient in PowerPoint or other presentation software
• User knowledge in Salesforce, ZoomInfo, Salesloft, Demandbase, Sales Navigator, and/or similar sales and marketing tools
• Superior customer service skills, professional attitude and appearance
• Excellent relationship management and credibility building skills
• Strategic/creative thinker and results-oriented salesperson
• Excellent presentation skills
• Excellent interpersonal skills
• Excellent written and oral communication skills
• Strong team approach to business
• Passionate, dedicated, willing to work long hours

What We Offer

An opportunity to join an established team and be part of a successful and proven global organization!

A competitive compensation program!

Large Company Benefits: Medical/Dental/Vision/401K with a competitive company match!

Employee discounts on Canon products & vendor discount programs for employees!

World-Class Training & Career Development Programs!