Enterprise Account Executive (EBIS)

Reports To: VP Sales/Marketing

Prepared Date: Jan 28, 2020

Remote with ability to travel

Company Background: Tronair is the global leader in the design, manufacture, sale, and service of branded ground support equipment (“GSE”) and aftermarket replacement parts and services for business, commercial, and military aviation, with over $130M in revenues in 2019. Founded in 1971 in Holland, Ohio, Tronair designs and produces over 1,500 products supporting more than 350 aircraft platforms. The company’s geographic reach spans 150 countries across six continents. Tronair is a portfolio company of Golden Gate Capital, a middle-market private equity firm based in San Francisco.

EBIS is the software business unit of Tronair. It develops and deploys GSE asset management software solutions to commercial airlines and ground handlers to enable customers to optimize the management, repair replace and maintenance, and asset productivity for GSE departments. Initially co-developed with Southwest Airlines, EBIS has been deployed for 15+ years with over 12 leading commercial airlines and ground handlers, with over 100,000 assets, 3,000 users in 600 cities.

Position Summary & Expected Results –

The EBIS Enterprise Account Executive is a high impact position combining equal parts new customer acquisition, product evangelization, solution selling, relationship management, and client satisfaction. The ideal candidate brings a record of success in a technology company where they have helped drive customer acquisition/adoption, and demonstrated an ability to win new customers and grow their assigned accounts. This person will work best in a dynamic, fast paced environment to effectively manage a high volume of accounts.

This position is an Individual Contributor and reports to the VP Sales and Marketing, Sean James

Essential Duties & Responsibilities include the following -- (Other duties may be assigned)

Deliver programmatic engagement with new and existing clients to develop and maintain extraordinary relationships, ensuring their satisfaction and retention, and growing share of wallet with our customers. Through those interactions the EAE will:

• Develop and drive new customer targeting and prospecting programs. Research prospective organizations to identify the right customer to sell to. Prospect new opportunities through networking, cold calling and other lead generation techniques. Identify decision makers at targeted companies, effectively set meetings, and drive the sales process to closure.

• Manage the sales cycle, perform lead qualification, arrange and provide demonstrations with or without internal product specialists, pricing proposals and closing. Build and track KPIs to optimize the process and improve sales velocity.

• Coach customer stakeholders and build consensus for EBIS’s solutions within their organization.

• Independently and collaboratively strategize for solving deal-level challenges.

• Increase EBIS’s sales volume and deal size.

• Work closely with internal implementation and development teams to develop implementation approach and quote, and assure smooth delivery and customer satisfaction.

• Report account activity, opportunity status and other details.

• Other sales and marketing related activities.

• Provide accurate, timely reports, and forecasts, as needed, for management.

Minimum Job Qualifications:

• Bachelor’s degree in Business Administration, Sales, or Marketing related field or equivalent in experience.

• Five years of demonstrated success selling complex enterprise software solutions. Experience selling software solutions into Automotive, Aerospace, Defense, or Industrial customers is preferred.

• Ability to systematically solve problems and hypothesize possible customer needs.

• Strong business ethics with polished and professional sales presentation skills; ability to tailor communication to the customer’s needs with authority; effectively deliver presentations to all levels of the organization, and demonstrate strong oral/written communication skills.

• Must be able to use Microsoft PowerPoint, Excel, Outlook, Word, WebEx, and CRM software.

• Demonstrated experience using techniques that would appeal to customers to comfortably drive negotiation conversations in your favor and decrease the sales cycle.

• Ability to identify the right customer stakeholders and build connections quickly to drive consensus for deals; work cooperatively with a wide range of internal stakeholders for deal success.

• Relentless drive to achieve results; proven quota-beating track record; independent and self-directed; takes initiative with minimal direction or supervision; scrappy and resourceful, can thrive in an entrepreneurial and unstructured environment; demonstrated ability to lead and manage multiple opportunities concurrently.

• Ability to manage large volume of concurrent client relationships

• Ability to anticipate change and adjust priorities accordingly

• Ability to work well with and manage a cross-functional team

• Willingness and ability to travel