Account Executive

Job ID: 1569 Location: Houston, TX Type: Permanent Key Skills: Outside sales, government and education background, ASP software, Consultative sales

Description:
Fast growing company that utilizes technology, training, and consulting to increase success for local governments, community colleges, school districts, and community based organizations is seeking a Senior Level solutions-oriented Sales Executive to manage the South Central territory (TX, OK, LA, NM, AR). This is an outside sales opportunity for a professional who is comfortable calling on C-level decision makers in large organizations by following up on marketing-generated leads, seminar leads, and generating leads utilizing the company's database of prospects.

RESPONSIBILITIES:
-Initiate Customer contact from leads or referrals
-Proactively identify targets and determine strategy for contact
-Discover/Uncover Customer needs
-Match Company products to Customer needs
-Communicate ROI to Customers
-Proven ability to achieve a complex sale involving multiple decision makers, interviews with potential users, and deep investigation of current customer processes
-Build Customer loyalty
-Penetrate Customer/Prospect organization
-Provide creative solutions
-Create and deliver winning value-based proposals
-Management of opportunity pipeline
-Coordinate with Delivery Teams and Specialists when needed
-Ability to communicate customer implementation plan
-Prospect research
-Demonstrate deep understanding of customer's business
-Develop competitive intelligence
-Network and establish channel for lead generation
-Attend trade meetings, conferences, seminars, and conventions

Company offers:
-Competitive compensation-salary plus commission
-Car allowance
-T and E budget
-Full benefits; Health, Dental, Life, 401(k) matching
-Performance bonus
Excellent work environment

Requirement:
-8+ years experience selling services
-Comfortable selling to senior level decision makers in 60 to 180 day sales cycle
-Track record of successfully meeting and exceeding sales quotas
-Knowledge of Government and Education organizational structure and decision-making process a plus
-Experience selling software to Government and or Education markets
-Experience selling productivity improvement ASP software a plus
-Practices a consultative, solutions oriented sales process (SPIN selling, Miller Heiman, etc.)
-Probing skills necessary to uncover apparent and hidden Customer needs
-Relationship building skills
-Ability to develop quick rapport and build loyalty at the C-level in large corporations
-Create sales plans that include timelines, activities, call strategies and goals
-Excellent time management skills
-Presentation skills-email, written and verbal
-Experience creating winning sales proposals
-Negotiating skills necessary for creation of win/win scenarios
-Ability to qualify and prioritize prospects
-Ability to align product or service to Customers business needs
-Ability to develop contacts and maintain a contact database/CRM/SFA
-Conflict resolution skills
-Technical acumen necessary to effectively utilize technology as a sales tool
-Ability to articulate and quantify ROI for Customer