Drives efforts to expand and grow Acxiom market share and presence in an industry through establishment and cultivation of ongoing relationships at the VP, SVP, and C-Suite level which leads to a qualified pipeline of prospective new clients. Targets potential new leads and pursuits, plans and selects most appropriate sales strategies and approaches. The Sales Executive educates new clients on the benefits of Acxiom's technological capabilities and expertise. Leverages industry and financial business knowledge to create demand and persuade through the creation and presentation of compelling purchasing rationales.

JOB ROLE SUMMARY

Drives efforts to expand and grow Acxiom market share and presence in an industry through establishment and cultivation of ongoing relationships at the VP, SVP, and C-Suite level which leads to a qualified pipeline of prospective new clients. Targets potential new leads and pursuits, plans and selects most appropriate sales strategies and approaches. The Sales Executive educates new clients on the benefits of Acxiom's technological capabilities and expertise. Leverages industry and financial business knowledge to create demand and persuade through the creation and presentation of compelling purchasing rationales.

DUTIES AND RESPONSIBILITIES

• Plans, directs and coordinates sales support activities, including management of the sales pipeline, for a defined territory to ensure resources and staffing requirements for an individual pursuit are fulfilled
• Leverages external relationships and personal network to generate sales leads for territory
• Regularly involved in all phases of the sales lifecycle including: identifying and developing leads; meeting with clients; developing value propositions; financial deal structuring; to contract negotiation and closing
• Oversees and reviews technical solutions to verify the solutions meet and address the specific needs of the client
• Ensures all targeted prospect/client contacts and engagement opportunities are recorded in Salesforce.com (SFDC)
• Advises pursuit team in crafting and positioning deals and closing. Shares industry, deal, and sales "best practice" knowledge with sales community
• Responsible for managing demand and quickly "qualifying" opportunities.
• Builds a reputation for success and sets an example that all sales professionals should emulate
• Proven sales skills in complex deal development, financial structuring, negotiations and closing with both new and existing clients
• Interacts with other members of the industry or country leadership team to define and execute sales strategies and tactics to increase new logo revenue
• Provides mentoring and overall development of the sales pursuit staff
• Establishes an executable strategy for specific pipeline development that supports the industry or country sales objectives
• Has responsibility and is accountable for Pursuit Review and Win/Loss reviews on New Accounts

METRICS / PERFORMANCE MEASURES

• Newqualified pipeline
• NewTotal Contract Value (TCV)
• Fiscal Year Recognized Revenue (FYRR) - driven from New TCV

QUALIFICATIONS

Required

• Bachelor's Degree
• 5+ years of product or solution selling experience
• Strong knowledge of Acxiom's products or services
• Proven track record of meeting/exceeding goals involving large deals ($3M+ Guaranteed TCV; or comparable complexity, based on geography, market or industry), including most new
• Ability to establish VP, SVP and C-Suite level relationships

Preferred

• 5+ years product or solution selling experience in related field
• Strong industry knowledge
• Experience in Marketing and Marketing Technologies, including data insights, analytics and digital marketing experience
• Experience selling with Acxiom competitors (Experian, Epsilon, Merkle, etc.)
• Proven success in selling across multiple client lines of business

Travel %

• Ability to travel 25 to 85% - when travel resumes

PRIMARY LOCATION CITY/STATE:

Homebased - Conway, Arkansas

ADDITIONAL LOCATIONS (IF APPLICABLE):

Acxiom is an affirmative action and equal opportunity employer (AA/EOE/W/M/Vet/Disabled) and does not discriminate in recruiting, hiring, training, promotion or other employment of associates or the awarding of subcontracts because of a person's race, color, sex, age, religion, national origin, protected veteran, military status, physical or mental disability, sexual orientation, gender identity or expression, genetics or other protected status.

Acxiom is a customer intelligence company that provides data-driven solutions to enable the world’s best marketers to better understand their customers to create better experiences and business growth. A leader in customer data management, identity, and the ethical use of data for more than 50 years, Acxiom now helps thousands of clients and partners around the globe work together to create millions of better customer experiences, every day.