This role focuses on developing and executing strategic sales practices while managing the full sales cycle to enhance customer value and achieve sales targets.
The Account Executive II will be responsible for overseeing the planning, development, and execution of sales objectives to prospects and existing base of customers. They will play a vital role in our company’s obsession with giving customers the unexpected and adding value at every interaction. They will work with Customer Service as appropriate to upsell, and cross sell as appropriate for best-in-class customer value.
Major Responsibilities:
Sales Achievement Plan: Develop and execute outcomes based strategic sales practices via competitive analysis, customer segmentation and product utilization, market and prospect/account penetration plans, as well as thoughtful product positioning. Responsible for establishing with their sales leader the necessary action as needed to assure the sales targets are achieved. Rigorous sales qualification and pipeline management.
Sales Performance: Meet or exceed assigned targets for sales volume, market share and other key financial performance objectives. Identify and close sales opportunities, negotiate contracts with support from legal counsel and other internal stakeholders as appropriate for deal execution.
Sales Cycle Management: Using a motivated and disciplined approach, successfully manage the full sales cycle for each opportunity from prospecting, qualifying, and nurturing the opportunity to presenting the offer, handling objections and closing the sale. Expected to maintain excellent notes and use company approved tools to facilitate sales enablement and exceptional client care.
Sales Forecast and Pipeline Management: Demonstrating they always understand prospects and opportunities, must be able to forecast with accuracy, manage, and successfully drive opportunities to closure. Continually focus on sustaining a 3x pipeline.
Successful Candidate:
Energetic, self-motivated, and maintains focus on winning outcomes
Super passionate about engaging all kinds of prospects/clients regularly to find out what they are challenged by and how we can help them.
Ability to maintain a high level of activity, manage multiple competing priorities, and work effectively in a competitive, results-driven culture
Continuous learner who wants to develop and work with others to be the best at creating and sustaining win-win prospect/client-company outcomes
Able to work independently without constant supervision, yet also willing to learn and be coached
Thrives in a sophisticated, highly collaborative professional and fun sales culture
Skills:
Sales Territory Management
Account Planning
Consultative Selling
Sales Process
Account Growth
Abilities:
Excellent communication skills, both verbal and written
Great interpersonal skills to develop rapport with colleagues and customers
Proven success with cold calling, emailing, appointment setting, customer research, social selling, sales presentations and Lightcast product offerings.
Advanced CRM such as Salesforce and SalesLoft
Ability to sell multiple products across different platforms.
Strong consulting and solution selling skills.
Proficient understanding of business technology tools including Google Suite, Microsoft Office Suite, project management, timekeeping, travel, expense reporting and additional tools as needed.
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