JOB DESCRIPTION: SENIOR ACCOUNT EXECUTIVE

As a Senior Account Executive, you will be responsible for building the PCS Software client base and procuring new business logos by contacting new prospects through cold calling and on site customer visits and closing multi-year licensing agreements. This requires strong product knowledge, excellent written and verbal communication skills, critical thinking and problem-solving skills, as well as consistent follow-through and solid organizational skills in order to provide best-in-class service to our transportation and logistics customers. The Senior Account Executive must have a strong “hunter” mentality and proven record of meeting and exceeding past sales KPI’s over the past 5 years. This position is a hybrid work schedule working 2-3 days from our Houston, Texas, headquarters and remote from your Houston area house if not traveling for work based activities. Up to 25% scheduled regional travel is expected with this position to meet with clients on site and to attend trade shows and customer events. This position has a base salary plus a monthly commission structure for a very healthy total compensation package.

WORK AUTHORIZATION

No calls or agencies please. PCS Software, Inc. will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship is provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.
This job description provides many examples of the types of responsibilities required but is in not intended to be a comprehensive list. The incumbent will complete other job responsibilities as needed which are not specifically described in this document.
PCS Software, Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability, or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment. We thank all respondents for their interest in PCS Software, Inc. However, only those selected for an interview will be contacted.
Requirements:

QUALIFICATIONS

• 5+ years of direct and inside sales experience with small and medium transportation business focus.
• 5+ years proven ability to hunt and prospect for sales opportunities via outbound calling, F2F customer meetings, and industry marketing events and campaigns.
• B2B phone sales experience required.
• 2+ years sales experience in one of the following: Transportation or Logistics Software Sales, SaaS Sales, Platform Sales, Technology Sales, or other related industry experience.
• CRM experience, preferrably, Salesforce.
• Demonstrated ability to consistently achieve and exceed quota. This is not a laid back role where you inherit accounts and take orders. You are dealing with transportation industry clients who work long hours, are constantly stressed, and need to know you have their back.
• Proven ability to manage leads, manage a pipeline, and forecasting. You will need to be business math savvy. We want you to know your numbers inside and out.
• Proven record of selling solutions over the phone and in the field with persuasive closing techniques and preferrably formal sales methodology and/or software demo training.

• Follow-up with current lead opportunities and contact new prospects via outbound calling. This position leaves you in total control since you will receive approximately 40% of your sales qualified opportunities from the marketing and business development team, but will always be responsible for sourcing about 60% of your leads from your own outbound hunting.
• Strategically build a strong pipeline to ensure quota is consistently met. You will have an annual goal, but we pay commissions monthly, so if you are motivated by money, then this is a great plan!
• Coordinate with the Platform Engineers to schedule demonstrations that highlight specific elements of the PCS platform and perform your own product demonstrations as necessary.
• Deliver amazing customer service to potential clients as an ambassador and face of the company, but more important is for you to know the customer’s transportation business challenges inside and out because you function as a trusted advisor and business partner to our customers. You need to understand not only the PCS product offering inside and out, but understand the domain specific needs that challenge the transportation and logistics industry and leveraging the value of our platform, services, and training resources to solve mission critical issues.
• Identify decision makers and establish relationships with key players to generate interest and close deals.
• Document daily sales activity and communicate information regarding prospects and opportunities via Salesforce.com.
• You will complete the full sales cycle filled with potential prospects beginning with the initial contact and then with constant follow-up calls, negotiate and close sales agreements, and closely champion your clients from pre-sales phase to the implementation process.
  Start Date: Immediately
  Type: Full-time employment
  Department: Sales