Strategic Account Executive

Strategic Account Executive

The Strategic Account Executive is responsible for developing and maintaining key business relationships within a specialized area of business for existing Cross Industry accounts with the objective of consistently meeting or exceeding sales goals.

What you will be doing:

Lead the overall strategy for designated accounts; own and develop the sales plan for existing accounts

Develop and communicate accurate sales forecasting on a real-time basis

Operate as a trusted advisor to customers; develop and maintain strategic working relationships with senior leadership, including those at the executive level

Utilize long term vision, strategy and roadmaps to generate and maintain constant pipeline

Leverage expertise and significant best practice knowledge to educate customers on the benefits of the company's solution; drive customer need and create opportunities

Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration

Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls

Comprehensive understanding of best practices and market trends to proactively educate and influence key executives on future business and technical needs; pursue opportunities for company expansion and integration

Engage company specialist and support resources as needed to advance opportunities

Determine the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response

Develop and maintain strategic internal working relationships to enhance sales execution

Attend and actively contribute to trade shows to ensure customers or potential customers are participating in company marketing efforts; tailor plan to meet customer needs

Develop the closing plan and strategy for accounts with key influencers within the account; lead negotiation and contracting process to ensure deal is closed on time, as forecasted

Operate as an innovative thought leader among the team; contribute significantly to the overall strategy and vision of the sales team

Serve as a subject matter expert for the sales department and colleagues; strategize to implement market trends and best practices

Mentor, coach and influence other sales team members

What will make you successful:

Bachelor's Degree, or significant equivalent experience

Significant experience as a Sales Account Manager in a complex, technical environment

Deep knowledge and expertise in sales or relevant industry or technology solution

Proficient in opportunity management and account planning tools

Microsoft Windows and Office proficient

Proven year-over-year sales generation success

Excellent ability to establish rapport and gain the trust of others

Exceptional oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact

Highly organized and experienced at successfully multi-tasking

Self-motivated with the ability to manage work independently to completion

Exceptional collaboration skills, applied successfully within team as well as with other areas

Excellent at gaining consensus across multiple departments and leadership levels

Exceptional negotiating and influencing skills

Or an equivalent combination of education and experience sufficient to successfully perform the principal duties of the job

Up to 50% travel time required