Account Executive

US-NJ
Job ID
2017-1238
# of Openings
4

Overview

The primary responsibilities of the Account Sales Executive are:

 

  1. Drive new revenue thru the sale of STOP products and services.
  2. Thru your strategic territory and accounts plans, identify and establish deep relationships with key decision makers and influencers who will participate in the acquisition decision-making process.
  3. Design territory plans & initiatives to win new business and defeat all competitive threats
  4. Grow account and territory revenue by providing insights matching client need and pain points, recommending and proposing STOP solutions and guide the client thru a successful acquisition cycle.
  5. Manage your territory to ensure proper coverage for your accounts, maximize revenue and margin in your selling campaigns; raise brand and product awareness; sufficient face to face activity to establish and build client relationships.
  6. Coordinate the involvement of company resources including: support, service, corporate sales & marketing resources, in order to meet account performance objectives and customers’ expectations.
  7. Meet assigned targets for sales and strategic initiatives
  8. Maintain all CRM systems data

Responsibilities

Financial

  1. Meet or exceed assigned objectives in revenue, margin, client relationships, and expanded product footprint
  2. Develop and build a pipeline of opportunity sufficient to cover all revenue and margin objectives. Target is a minimum of 4x quota
  3. Manage travel & expense to meet targets and leverage investment in the territory

Client

  1. Conduct sales campaigns, understand client needs and propose appropriate solutions
  2. Attend conferences and trade shows, as required, to develop relationships, represent our brand understand our industry and identify new product requirements
  3. Develop proposals, both solicited and unsolicited, present the solutions and secure customer commitment to STOP products and services
  4. Ensure that client relationships are maintained and strengthened
  5. Work with the STOP CMT teams to conduct service reviews with customers and our field service team each quarter, to ensure customer satisfaction with our product and service offerings among the assigned customer accounts.

Territory

  1. Demonstrate leadership, knowledge and professionalism in managing, developing and maintaining opportunities, new business and relationships your assigned vertical territory
  2. Lead the development of strategic account plans, territory plans, coverage models that add value to the client and that deliver on all goals & objectives
  3. Be the recognized leader in industry solutions for your customers, keeping them informed of new products, services and applications to improve operations, safety of the staff and enhanced user experiences for friends and families

Ensure that every account in your assigned territory is visited as required per the Field KPI’s

 

Systems and Process

  1. Ensure that the CRM is updated and up to the minute current with the required data points
  2. Execute a pipeline management process that ensures quota attainment.
  3. Leverage the RFP process and team to produce high quality, highly impactful RFP responses that exceed customer expectations.

 

Territory Initiatives

  1. Assist corporate to develop and deliver territory initiatives that heighten awareness of our brand and product portfolio and solution set.
  2. Lead your team and the client to implement and execute marketing initiatives designed to drive revenue, and increase customer satisfaction
  3. Develop and deliver Vertical territory initiatives designed to drive awareness and education/knowledge of our solutions & products.

Qualifications

  • Industry:
    • Software and Services sales and account management.
    •  Telecommunications sales experience preferred
    •  State and Local government sales
  • Functional:
    • 2-4 years of quota carrying territory sales experience in the specified industries
    • Successful and verifiable sales track record
    • Sales certification on the Challenger Sale, MEDDIC, Miller Heiman, Professional Selling Skills or another recognized sales methodology.
    • Job experience in the Corrections or Public Safety Industry a plus
Required

 

  • 4 year College Degree Required
  • Working knowledge of MS Windows and Office Suite

 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or national origin.

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