Senior Account Executive

EEUU/Chicago
Publicado hace 4 meses

Position Overview
ObjectWave is a digital marketing technology and services company. We provide consulting, implementation and managed solutions for eCommerce. With over 25 years of experience building enterprise level systems, ObjectWave brings a unique perspective to eCommerce implementations resulting in the best customer experience and accelerated eCommerce sales.

The Senior Account Executive will be responsible for prospecting, qualifying, selling and closing new business to new customers. We are looking for a strong communicator who can create strategic, trusted-advisor relationships with prospects at the C level; and secure deals that result in multi-year recurring revenue for ObjectWave. The Senior Account Executive is responsible for ensuring both the initial sale and overall success of the sale for the customer and ObjectWave.

Responsibilities

  • Consistently meets and exceeds quarterly and annual sales targets
  • Works on their own and with Marketing to generate and qualify leads through online research, social selling, cold calling, networking and initial phone meetings
  • Applies a consultative / problem-solving approach to fulfill client requirements
  • Customer Acumen – actively understands each customer’s technology footprint, strategic growth plans, digital strategy and competitive landscape
  • Remains updated on key industry trends and issues impacting prospects and customers
  • Reviews public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors
  • Works with partner organizations to create compelling and differentiated solutions
  • Develops a deep understanding of clients’ needs and proposes appropriate solutions
  • Cultivates cross departmental relationships within ObjectWave to ensure delivery of the highest quality proposals, solutions and engagements
  • Demonstrates leadership skills in marshaling internal resources to serve prospects and customers
  • Schedules meetings with key executives at target accounts; visits partners and end clients on a regular basis; cultivates relationships with customers that go beyond the current project
  • Creates and presents custom presentations and sales proposals to win new business
  • Contributes to and influences the RFP/RFI process
  • Responsible for contract ownership and getting timely MSA, NDA, SOW’s in place with client
  • Builds and maintains an active pipeline of leads and opportunities in company CRM
  • Maintains constant sales motion to advance and close opportunities
  • Actively updates CRM with accurate account and contact information
  • Understands ObjectWave’s competition and effectively position solutions against them
  • Actively networks within the industry to constantly improve knowledge and facilitate introduction to high-level prospects
  • Attends trade shows and other events to help generate new sales leads and establish new relationships

Qualifications:

  • 7+ years of consultative selling experience, agency background and/or experience with complex business software, e Commerce or IT solutions
  • Proven track record as a top sales producer in agency / digital / ecommerce /software / IT or related markets
  • Proven success in Social Selling, high SSI preferred
  • Experience in the lead role of a team-selling environment
  • Demonstrated success with large transactions and lengthy sales cycles in a fast-paced, consultative and competitive market.
  • Demonstrated success as a sales hunter – initiating and developing new accounts
  • Understanding of project management best practices (Budgeting, Contracts, Client Reporting)
  • Proven ability to sell to C-level executives and serve as the “single face” to an account
  • Strong ability to prospect, close and manage complex sales cycles and accounts; such as leading RFP response and contract negotiations
  • Strong analytical and problem solving capabilities
  • Excellent verbal and written communication and presentation skills
  • Strong negotiation skills
  • Ability to travel domestically and internationally (up to 25%-35%)
  • Strong Work Ethic – puts in the work to get the results
  • Proficiency in Office applications
  • Understanding of eCommerce processes and technologies is a plus
  • Bachelors degree required, MBA or equivalent amount of education and experience preferred
  • Industry experience in achieving or overachieving revenue targets of $5M+ is required
  • Self-driven, motivated and results oriented, possesses exceptional business acumen
  • Demonstrates the ability to socialize and network successfully and consistently
  • Proven ability to leverage partner organizations and cross-functional team members to secure sales
  • Entrepreneurial in nature
  • Well established contacts and relationships in target industries is a plus
  • Excellent time management and strong multi-tasking skills

Características del Empleo

Categoría del PuestoVentas y Mercadotecnia

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