Account Executive Job in Richardson, Texas US
Summary:
This "hunting" sales position utilizes prospecting and networking skills to identify strategic solution based sales opportunities. Highly skilled in managing internal resources to win their business. Sales quotas and account activity are measurements of success in this role. A successful Acquisition Account Executive will need minimal direction from management and is experienced with all aspects of the sales process.
Major Responsibilities:
Utilize prospecting skills that include networking with former business partners and contacts, cold-calling, industry research, social media and technology utilization and solution oriented product knowledge to generate new business.
Using client and prospect feedback, develop specific solutions and sell strategic services to include Network, IP Telephony, Data Center solutions including Cloud Computing, Managed Services, Security Services, Call Center Solutions, and CPE offerings. It is critical for the Sr. Acquisition Account Executive to be a team leader and astute business person, have exceptional business insight, show executive/boardroom presence, and have outstanding judgment.
This position will:
- Uncover and develop C-level executive relationships within assigned account portfolio as well as new customers who are currently not doing business with VESO.
- Develop strategic solution based plans based on industry trending and customer analysis, which includes preparing executive profiles, and continuous study of assigned accounts’ industry, business challenges and trends.
- Develop a version of the Strategic Plan to share with customers to solicit their input and have them gain a sense of joint ownership of the Plan.
- Prepare sales forecasts, account status reports, and recommendations to enhance account growth and new revenue potential
- Participate in contract negotiations.
- Develop creative and customized package of new applications and services.
- Require an understanding of all VESO services/products and network.
Required Qualifications/Skills:
The preferred candidate must have demonstrated in previous roles: proven track record in consultative selling solutions to new or low billing accounts, strong leadership skills, and an ability to operate in positions requiring significant self direction and motivation
In addition to broad knowledge and expertise in the industry, the ideal candidate:
Ø Demonstrates the ability to uncover and develop new business opportunities and cultivate new relationships, align with IT and Business Groups to uncover opportunities and develop solutions.
Ø Demonstrate a detailed understanding of business finance and a high level of awareness of customers business / industry sector. Full understanding of how an investment adds value to the business, how to produce a business case that delivers a compelling financial argument to purchase a solution/service offering, and understanding the principals and application of an ROI model
Ø Demonstrates a detailed knowledge of functionality, features and benefits of VESO products and is capable of working independently on non-complex sales opportunities.
Ø Demonstrates good knowledge/understanding of customers’ environment as it relates to their specific sector. Identify sector trends and drivers, understand key applications that solve business problems in sector and deliver solutions that meet customers’ specific needs/requirements.
Ø Demonstrates a comprehensive understanding of VESO Strategic Solutions. Capable of identifying, qualifying closing opportunities with minimal support. Demonstrates expertise in this competency and could support/coach others
Ø Demonstrates a good knowledge/understanding of VESO Outsourcing Strategies and underpinning product sets/solutions. Able to effectively and consistently vocalize/present value/benefits of a VESO Outsourced solution.
Ø Establishes "C" level contact within Accts/Opptys and demonstrates a detailed understanding of both the customers’ sector and business drivers/challenges. Has good understanding of Solutions Selling methodology and tools and applies these regularly to both gain a better understanding of the customers’ environment and manage the relationship.
Ø Understands effective negotiation techniques and seeks to apply them in most situations. Is focused on achieving mutually beneficial, "win-win" results and is alert to customer buying signals and identifies and acts on closing opportunities.
Ø Creates and maintains detailed and accurate Account/Oppty plans and reviews/updates and communicates these on a regular basis. Has clear strategy and set of objectives where relevant.
The preferred candidate must also be able to manage multiple priorities, develop strong relationships within assigned accounts, and:
- Articulate client business value with consultative selling approaches
- Understand the delivery implications of consulting opportunities and sell solutions that can deliver
- Assist with developing proposals and oral presentations
- Work in a highly ambiguous, dynamic environment with a proven ability to balance competing demands and priorities as well as operate independently while building a successful sales pipeline/channel
- Team with colleagues and vendors to develop creative solutions
- Understand key partner and competitor offerings which overlap the VESO solution space
- Must have proven track record of exceeding annual sales plan.
This role requires a Bachelors degree, 3-5 years successful strategic/solutions and/or systems integration sales experience or related discipline. Must be able to manage, lead and influence others outside of their department/functional area as such, managerial experience a plus.
Leadership:
May receive general guidance for the accomplishment of short term goals and operating objectives; generally plans and executes own work; may receive guidance on complex work assignments; decisions are made independently.
Work Complexity:
Acts independently and exercises independent judgment and discretion within generally defined practices and policies to select appropriate methods or techniques for obtaining solutions. Work is varied and requires frequent interpretation. Typically resolves moderately complex problems which may require deviation from standardized practices or precedent.
Working Conditions:
Normal office conditions generally apply. Travel may be required.
Special Requirements:
Salesforce.com experience a plus
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