Role: Senior Account Executive
Technology: Enterprise Data, Systems, and Application management/integration software
Selling to: companies with 3000 or more employees, including – within territory - 100+ existing customers and 600+ prospects
Regional Travel: 35+- %
Sales cycle: 6-9 months
Deal Size: $75-$250k on average, with frequent $500k to $1m exceptions, and occasional $1m to $5m deals
Xtra Effort helped this client hire several sales personnel over the years. They have been pleased with:
- Company stability
- Company profitability
- Big investment in remote, work from home office technology, including Cisco video phones, etc.
- Big market (including many of their existing clients) for their solutions
- 1:1 Sales Engineering to Sales ratio
- Mature and proven employees, supportive culture
Quota: $2.5m+-
Compensation and benefits:
- 15% commission rate upon reaching quota
- Up to $250k OTE; 50% of which is salary; with no cap; Top sales producers earn $400k to $800k per year
- Attractive healthcare, retirement, and insurance benefits
- The CEO/founder is truly a caring and nice guy. Values quality relationships with customers, partners, and employees
- Competitive vacation and sick time
- Presidents Club
- A company known for providing long lasting value to its customers for technology challenges
- Ability to address several mission critical needs with a variety of product offerings
- A manager who is supportive and runs interference, but is not a micro manager
Company:
- Global
- Culture of intra company collaboration ; and rewarding productivity with simple to understand and uncapped incentive compensation
- 25+ years in business
- Profitable/Financially strong
- 1400 employees
- $500m in revenue; with the product expansion plans, resources, leadership, and people to reach $1b+ within the next five years
- 10,000 customers; including the largest Fortune 500 and Global 2000 companies
- 98% customer retention rate
- Very high customer satisfaction scores
Required Skills
- Demonstrated history as a consistent top performer selling software solutions to senior executives.
- A network of trusted relationships within the Southeast.
- Hunter who will proactively create and qualify new opportunities and meet customers in person every week.
- Has the business acumen and experience to navigate large, complex customers with a portfolio product line.
- Ideally has experience and knowledge with applications on IBM i or IBM Z mainframe.
- 8+ years of sales experience in solution software to Global 1000 clients.
- Experience with complex, multi-year subscription and perpetual licenses sales.
- Ability to adapt to the situation, impeccable honesty, integrity, and ethics.
- Can articulate a vision, influence others, plan and organize resources and deliver the results.