Our client is an up and coming software company headquartered in Virginia. They provide web based software to enable corporate decision making around planning, finance and IT.
We are seeking an experienced Commercial Sales Executive to join us as a key member of the team, leading the growth of new commercial customers. The primary responsibilities for the Commercial Sales Executive are to pursue and close enterprise-class or business unit-level opportunities within various commercial markets that involve the sale of a company software license to solve the customer's challenges. Specifics include a self-motivated team player that will drive new business lead generation/qualification and will close consultative style sales of software licenses to new accounts. This candidate has the desire for significant compensation upside without limitation in a growing market. The sales focus is net new renewable commercial clients in both mature buyer segments as well as ones that are less established.
This position often works independently but always with the support of the existing sales assets, the executive team, channel partners, and sales consultants.
Skills
Duties and Responsibilities
Prospect and establish rapport with targeted new accounts
Consistently forecast monthly and quarterly bookings
Maintain lead, account, and opportunity updates in SalesForce.com CRM system
Develop and execute strategies with corporate executives to penetrate new accounts
Succeed in both an individual and team selling environments
Work with business partners, as appropriate
Understand the potential clients' requirements, challenges, culture and environment
Stay abreast of clients' driver and current events affecting their organizations
Provide functional overview demonstrations that highlight to the customer the solution's value proposition
Manage complex sales cycles with multiple stakeholders
Assist with RFI's/RFP's when appropriate
Work closely with marketing and other sales assets to generate attendees for sales events (webinars, seminars, etc.) and provide diligent follow through with prospects after the events
Produce regular lead, account, and opportunity reviews in conjunction with business development and corporate leadership
Focus on 100% customer satisfaction, driving reference-able accounts
Meet semi-annual MBOs
Willingness to work in recently formed organization with expectations towards sustainable growth
May have travel requirements up to 25%
Job Qualifications
Bachelor's degree in a business related field preferred
Minimum four years experience with complex/technical products and services, preferably in outside consultative style sales role
Enterprise software and/or software licensing experience
Ability to implement sales strategies and tactics to grow sales in a highly competitive market, relying on differentiating product features and business value rather than price
Experience calling on "C" level senior executives within the commercial market, preferably in the financial and technology sectors
Understanding the buying decision making process in the target organizations
Trained in proven sales methodologies
Proven track record meeting and exceeding annual quota year over year
Goal-oriented and incentive driven with a history of achievement
Excellent presentation skills
Strong time management skills, self starter
Effective verbal and written communication skills
Detail oriented, relationship building skills and a passion for customer service
Team player with a positive attitude
Ability to handle, adapt, and overcome change
Strong negotiation skills
Strong organization skills and attention to detail
Experience in early stage company desired