Account Executive

ContractPodAi

New York, NY, USA

Full time

Apr 19

This job is no longer accepting applications.

We are looking for an experienced and highly motivated Account Executive to join our North American sales team. Reporting to our VP Sales NA, this role offers true career development potential for the right candidate.

 

Job Responsibilities

·       Meeting monthly and quarterly sales targets consistently

·       Designing strategies that address customer needs and issues while meeting assigned quota

·       Understanding and being passionate about the company’s vision and being able to articulate that to the customers

·       Targeting and prioritizing accounts and activities

·       Strategically planning sales calls by outlined objectives and action steps

·       Reading the market and recognizing the trends

·       Demonstrates knowledge of account history, the processes, and procedures specific to each account

·       Forecasting with razor sharp focus and aligning to the monthly/quarterly targets

·       Building and owning “the art” and “the science” behind high performance product demonstrations and elevated pitches

·       Responding to customers’ requests and problems with appropriate timeliness and concern, Developing professional credibility and trust with the customer

·       Maintaining sales activities within Salesforce with high level of hygiene 

·       Grasping customers use case and being able to deliver high performance sales presentations and demos on product fit for each use case


Core Competency Group: Account Executive


Requirements

·       This position requires a bachelor’s degree or equivalent

·       At least 3 years’ sales experience with a proven track record in meeting quota.

·       SaaS sales experience is necessary, selling to lawyers desirable 

·       Proven track record of meeting and over delivering of sales quota

·       Proficient in MS Office and Sales Management Software

·       Requires travel

·       Track record of high performance and high-pressure intake


Sales Competencies

Summary of sales competencies necessary to be successful in this position:

 

Selling Skills

1.       Sales Approach

Handling different sales scenarios; setting agenda; following sales process guidance; presenting company value propositions

2.       Active Listening

Capturing verbal queues; repeats back input; working with reluctant talkers; frequency of interruption; obtains (and documents) insight from verbal interactions with peers, superiors, and subordinates  

3.       Sales Process Execution

The ability to sell the way your buyers want to buy; advance sales opportunities using a systematic approach; manage multiple buying influencers by developing customized strategies for each

4.       Closing ability

Concluding sales campaigns successfully after they have progressed past Needs Development; closing late stage deals; developing reasons for prospects to act

5.       Objection handling

Handling competitive, price, resource, and risk challenges to proposed solutions; presenting responses to objections; gaining prospect/client acceptance to proposed solutions

6.       Negotiating

Using give-get frameworks; representing company interests; leaving clients, partners, and prospects with feelings about how a deal was obtained but not at cost of corporate well-being

7.       Managing sales support resources

Managing the impact of internal resources in a sales campaign; gaining cooperation of external resources to participate as a sales campaign resource; maintaining business relationships with internal support staff

 

Selling Knowledge

8.       Learning new solutions

Absorbing new solution/service information; presenting and closing deals on new offerings; incorporating positioning for new offerings into existing sales campaigns

9.       Converting strategy to tactics

Developing tactics to implement internal corporate sales strategy; linking customer strategic goals into solutions

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