Senior Account Executive

at  SYSPRO

DESCRIPTION

A Senior Account Executive is responsible for the management of sales and relationships for SYSPRO. This role is responsible for growing new client acquisition. The Senior Account Executive is primarily solution oriented and understands manufacturing, distribution, and technology. Additionally, the Senior Account Executive will be asked to take on mentoring responsibilities for less experienced reps.
Salary Range: $100,000-$115,000 base salary

SKILLS, KNOWLEDGE AND EXPERTISE

• Bachelor’s Degree
• Minimum of 5 years of experience in complex or enterprise software sales.
• Experience in using social media tools to engage and build relationships.
• Solid experience in opportunity qualifications, pre-call planning, call control.
• ERP sales experience preferred.
• Experience and understanding of manufacturing and/or distribution industry are preferred
• Business software or other similar ERP software including comprehensive understanding of Manufacturing & Distribution. Industry knowledge is an advantage.
• Strong knowledge of sales principles, methods, practices, and techniques selling at Business Owner and Management operations level.
• Demonstrated ability to engage multiple audience levels to understand business needs and challenges and propose solutions.
• Demonstrated ability to convert prospects and close deals and achieve sales quotas.
• Success in qualifying opportunities involving multiple key decision makers.
• Strong problem identification and objections resolution skills
• Strong interpersonal and negotiation skills
• Demonstrated business acumen and a deep understanding of business sales processes.
• Superior people skills; team-oriented, fast learner and very personable
• Proven ability to gain account loyalty and customer retention.
• Ability to communicate and interact effectively with multi-functional and diverse backgrounds.
• Excellent analytical skills to evaluate existing customers and make recommendations to drive profitability and gain market share.
• Self-motivated, with high energy and an engaging level of enthusiasm
• Solid commitment to sales and customer service with good initiative and follow-through
• Ability to be flexible and adaptable to customers as well as business needs.

• Hunter role – we are looking for someone that will go and find new business
• Self-generation of leads through referral network, LinkedIn, business intelligence tools and other sources.
• Progress inbound leads through the sales cycle to maximize conversion of leads to opportunities to sales.
• Work with marketing and product management to create awareness of the value of SYSPRO investment
• Work closely with pre-sales to determine the optimal solutions to help a customer’s needs
• Grow new business within a defined territory
• Work with regional selection consultants to build relationships and engage in new customer acquisition
• Work closely with SYSPRO partners to help grow sales in defined region
• Work closely with business development and oversee the engagement with a prospect and execute in all areas of the ERP sales cycle from participating in lead generation, demonstrating the use of SYSPRO through various methods, leading the discovery process and creating a strong initial contact relationship
• Managing all aspects of the ERP sales cycle
• Build business relationships with C-Level’s, business owners, management and operations to gain a better insight at a strategic level to achieve and secure new sales for SYSPRO
• Presenting and demonstrating the value of products and services to prospective buyers
• Researching customers to determine key contacts and business insights
• Ensuring the sales framework is correctly aligned to the go-to-market strategy and identify sales improvements when required
• Maintain an understanding of SYSPRO products/technology, industry understanding and articulate SYSPRO propositions to customers
• Must meet or exceed annual sales targets through strategic sales strategies and focus markets
• Maintain accurate data in CRM and Sales Force Automation tools for reporting purpose
• Ability to routinely and independently exercise good judgment in making decisions related to SYSPRO’s sales guidelines and procedures
• Maintain a pipeline of 3X quota
• Mentor less experienced Account Executives or other members of the sales team.
• A Senior Account Executive will have a larger territory with a higher quota in relation to other members of the team.
• In addition to running direct deals, Senior Account Executives will be asked to assist channel partners and Partner Account Managers on strategic, channel led opportunities.