Account Executive

US-IL
Job ID
2017-1535
# of Openings
1
Category
Sales and Sales Related

Overview

 

Job Purpose

The primary responsibilities of the Account 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

Principal Accountabilities or Duties


Client

  1. Prospect, discover, qualify, propose and close new business opportunities. Identifies and leverages appropriate resources that result in Client commitment for STOP solutions
  2. Provides guidance and leadership, in the development of account and territory plans, strategies for winning new business & beating competition.
  3. Develop proposals, both solicited and unsolicited, present the solutions and secure customer commitment to STOP products and services
  4. Ensure that relationships are maintained and strengthened across the entire enterprise, including potential relationships for our strategic product verticals.
  5. Provide clear and compelling cost/benefit analysis that delineate the cost savings, productivity improvement and improved safety.

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

Systems and Process

  1. Leverage the SFA to develop customer profiles, including anticipated needs and maintain this data for strategic account plans and strategies that drive revenue and create stickiness with the clients
  2. Execute a pipeline management process with qualified opportunities that ensures a make and exceed revenue performance. Target pipeline is a minimum of 4x of quota.
  3. Leverage the RFP process and team to produce superior, highly impactful RFP responses that exceed customer expectations, and clearly demonstrate the capabilities of Securus.

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

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

Qualifications

Industry:

  • Software and Services sales and account  management.
  • Telecommunications sales experience
  • State and Local government sales

Functional:

  • Minimum 3-5 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

·         Minimum GPA of 3.25

·         Working knowledge of MS Windows and Office Suite

 

Americans with Disabilities Specifications

A significant amount of travel is generally required.

 

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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