Our client is a leading global provider of a web-based, modular suite of e-Procurement, supplier management, and materials management solutions is seeking an experienced, professional Account Executive. The company is the world's leading provider of comprehensive source-to-pay solutions.

A successful Account Executive will be an accomplished sales professional, with a working knowledge of enterprise software. The ideal candidate can prospect, identify solution gaps and/or sales opportunities, and articulate those gaps in a confident “Challenger Sales” approach to prospective customers. In doing so, candidates will utilize Salesforce to manage their day to day operations which include prospecting, opportunity management, forecasting, and proposal generation. This individual must be an independent, autonomous and creative performer with a passion for customer outcomes as a result of utilizing the company solutions.

ROLE DEFINITION

The Account Executive (Telecom) will be responsible within their vertical to build pipeline and business volume. This is done by; Focusing on net new customers. Owning the full Sales Cycle (prosper to close). Must be effective in identifying, prospecting, qualifying and tracking opportunities. Understanding the challenger sales model. Identification of prospect “White Space”. Articulate desired prospect business outcomes. Establishing an annual territory plan (within assigned vertical) and articulating discrete actions required to win new business. The Account Executive will manage and coordinate every aspect of specific sales opportunities—from prospecting to contract signature. Must be capable of driving and closing a sale, writing proposals, and negotiating contracts with people at all levels. Provide input to internal teams on market trends, competitive products, prospect/client feedback, market needs/requirements, and other areas as requested.

Responsibilities

• Account Executive is required to prospect and generate a solid pipeline and to sell within the prescribed vertical to net new customers
• Account Executive is required to enter all sales activity into Salesforce
• As the company qualifies an opportunity and pursues it through its lifecycle, the Account Executive must systematically create updates to the opportunity record and reflect current information regarding sales stage, key dates, deal size, and so on.
• Account Executive will be able to create solution maps for customers
• Actively in seeking new sales opportunities thru prospecting
• Strong understanding of ERP offerings and procurement solutions and technology
• Ability to take ownership of all facets of the sales process. Personal ambition to close

Requirements

• Bachelor's degree or higher
• A minimum of 5 years of demonstrable success selling complex software solutions, preferably SaaS
• Experience selling into the Telecom vertical preferred
• Experience/track record in meeting/exceeding quota selling procurement solutions
• True comprehension and ability to navigate and penetrate complex sales environments are required
• Track record in supply-chain and/or past software sales experience in the following areas including, Sourcing, Procurement, Finance, Contracts, and Supplier Performance.
• Strong presentation and writing skills
• Northeastern U.S. territory preferred

Benefits package including employee and family health, dental and vision coverage, reimbursement accounts for eligible medical expenses; company-paid life insurance, AD&D, short-term and long-term disability benefits; retirement plan with company match and generous paid time off benefits. Additional benefits include education and well-being reimbursements.