Job Description
Position: Senior Account Executive
Reports to: Darin Parkison, GM DC
Collaborates with: Account Executives, Program Managers
Reporting Location: Columbia Maryland
Territory: DC, Northern VA, Maryland
Who you are:
If you are a successful Account Executive with a track record of sales success selling complex solutions, then this position could be for you.
Who we are:
You would get to work for the global industry leader in the security integration industry. We have an amazing culture and a diverse product and solution set. You would be supported for success by all your colleagues and have fun while achieving winning results.
Objectives: This position is a Senior Account Executive role with direct responsibility for business development, enterprise account management for assigned regional accounts and vertical team support. Works directly with the CTC team in the DC, Northern Virginia and Maryland geography and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values. Establishes plans and strategies to expand specific healthcare customers and contributes to the development of training and educational programs for Account Executives. Provides leadership and direction to lead account executives and program managers for assigned enterprise healthcare customers.
Responsibilities
Measurable Results
Planning: Develops a business plan and sales strategy designed to penetrate the security space and potentially other markets.
Understand the market and customer business objectives and alignment of differentiated services to improve customer operational efficiencies.
Create, monitor, and revise sales lead generation plan.
- The plan and execution of the plan ensures attainment of company sales goals and profitability.
- Responsible for creating, monitoring, and revising lead generation plans to ensure a substantive sales opportunity pipeline.
Prospecting: Consistently find new opportunities and new customers. Conduct research of market and customer project opportunities. Find new and creative ways of engaging with customers. This is new and existing accounts.
Prepare action plans for effective search of sales leads/prospects. Collaborate with Account Executives on strategies and tactics.
- Developing a qualified pipeline
- Working with the correct decision makers, where there is a business problem to solve and there is an implication to not solving the problem.
- Sells core business integrated solutions for service and installation projects.
Qualification: Evaluates and targets potential customer opportunities within the marketplace. Ensure all pipeline opportunities meet minimal qualifications.
- Qualifications are assessing need, timing, budget, capabilities match and implementation schedule.
- Translates a wide variety of customer needs / requirements requiring originality and ingenuity into detailed proposals and project plans to meet Customer requirements; reviews and approves estimated costs prior to bid; change proposals, assists with collections on projects.
Presenting: Effectively present a business-driven proposal as needed to convince the business level, user level and financial level decision makers why this solution should be purchased now and not from your competitors. Assist Account Executives with proposals.
- Present the business case that aligns to customer needs as defined during the qualification phase.
- Describe the solution in alignment to business and technical needs.
- Align scope, schedule, and cost.
- Effectively position unique qualifications and corporate overview.
- Responsible for capturing the attention of potential customers and presenting new solutions and services.
Close sales timely in enough volume to meet annual business objectives.
- Winning sales to meet and exceed new revenue objectives.
Account Expansion
- As accounts grow, add Account Managers to support the day-to-day relationship.
- Lead strategic account development and deal pursuits in these accounts.
- Adjust focus to continuously gaining and developing new accounts.
Job Skills Requirements:
- Minimum of 7 years of successful sales experience
- If sales background, minimum of 2 years of experience selling into enterprise level accounts
- Proven leadership and ability to drive sales results a plus
- Experience selling software and /or hardware into IT organizations is a plus
- Willingness to travel and work in a global team of professionals as necessary
- Strong prospecting skills for new names and addresses
- Strong strategic sales skills and ability to uncover effective customer solutions
- Solid teamwork skills
- Shows initiative – engages in proactive behavior and looks for opportunities
- Very adaptable – responds effectively to changes in situation or information; ability to influence others and build consensus using good written and verbal communication skills
- Strong knowledge of Microsoft Office products
Behaviors
Preferred- Detail Oriented: Capable of carrying out a given task with all details necessary to get the task done well
- Enthusiastic: Shows intense and eager enjoyment and interest
- Dedicated: Devoted to a task or purpose with loyalty or integrity
Motivations
Preferred- Entrepreneurial Spirit: Inspired to perform well by an ability to drive new ventures within the business
- Self-Starter: Inspired to perform without outside help
- Growth Opportunities: Inspired to perform well by the chance to take on more responsibility
- Financial: Inspired to perform well by monetary reimbursement
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
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