Commercial Sales Executive

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


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