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Major Account Executive/Enterprise Sales, North America
3 months ago
Who we are:
M-Files is the leading platform for knowledge work automation. With the M-Files platform, knowledge workers can find information faster, work smarter, and achieve more. M-Files features an innovative metadata-driven architecture, embedded workflow engine, and advanced artificial intelligence. This enables customers to eliminate information chaos, improve process efficiency, and automate security and compliance.
We help knowledge workers to work smarter.
Summary of the role:
As an Account Executive (Major Accounts), you will play a critical role in driving our success. You will need to grasp the fundamentals of the M-Files Intelligent Information Management Solution, have an engaging, entrepreneurial personality and professional approach that will enable you to connect with prospective customers, evaluate their needs and communicate how M-Files will improve their business.
In addition to net new accounts, you will also focus on selling add-on products, additional licenses, and services to M-Files existing customers. You will serve as a product expert and trusted advisor to your customers to provide value.
What you will be doing/Responsibilities and Duties:
- Prospecting new accounts and educating existing customers on new functionality
- Working with existing customers daily
- Developing and maintaining relationships with key decision makers in designated customer base
- Assessing a prospect's complex, technical document management/business process needs and developing a comprehensive solution with M-Files Intelligent Information Management Software
- Qualifying potential customers
- Generating proposal agreements
- Negotiating complex sales cycle to close
- Calling upon existing network of contacts that are prospects for M-Files.
- Ability to travel to onsite meetings as needed
Territory Coverage
- CT, IL, NY, OH, PA
Requirements
Who you are/Qualifications and Skills:
- Bachelor's degree or equivalent sales experience
- 5+ years of Full Cycle SaaS sales experience along with the ability to conduct professional, persuasive remote or onsite meetings with software demonstrations
- Proven work ethic and ability to effectively build and manage a sales pipeline
- Proven ability to communicate and demo product strengths and benefits with excellent verbal and written communication skills
- Ability to listen to the customer and translate their needs into actionable pre-sales tasks and new business proposals
- Ability to overcome objections and challenges
- Experience using a Customer Relationship Management (CRM) system (ie. Salesforce.com)
- Working knowledge of Windows-based environments and Microsoft Office applications
- Experience in solution selling, document and content management systems is a plus
Participation in our Recruitment Process:
- Initial Phone Screen w/People & Culture Team Member
- Hiring Manager
- Sales Leader (Mid-Market)
- Major Account Executive
- SVP of Sales, North America
- Chief Revenue Officer
- Panel Presentation
Benefits
Why M-Files?
We are a global company with Finnish roots and with a product that we are very proud of
By joining M-Files, you will get the opportunity to contribute to our success and growth, while developing your own expertise. Our team is fun, and our solutions are changing the market
Our guiding principles of "Make It Happen", "Help Others", and "Love Customers" are highlighted through our daily actions as a team. Transparent communication and outstanding team spirit were listed as our strengths in our M-Filer Experience survey.
Base & Commission - M-Files offers excellent compensation including a base salary plus commission on sales. There is no cap on commission.
- 10 paid holidays annually
- Unlimited PTO
- Matching 401K Plan (25% of employees' contribution up to the IRS max)
- Health insurance (PPO and HDHP/HSA plans offered)
- Dental insurance
- Vision insurance
- Monthly Remote Stipend
- Life insurance (1x employee salary)
- Short-term disability (employer paid)
- Long-term disability (employer paid)
- Flexible Spending Plan (medical and dependent)
