Principal Account Executive

Job OverviewAt iCIMS, we are helping our clients to build their winning workforce. Our Account Executive Team has a key role in helping prospects unlock their full potential in their efforts to attract, engage, hire, and advance top talent. In this role, you will be provided with the industry's leading tools and training to help you develop and execute value-based sales plans for your assigned territory. Equipped with your knowledge of the iCIMS Talent Cloud, prospect research, customer success stories, and a pipeline of qualified leads, you'll have the support you need to achieve sales quotas. Advancement opportunities are numerous and include Sr. Principal AE, Strategic AE, and management opportunities as we grow globally In this role, you will call on accounts with 5,000+ employees in the Southeast region of the United States. This is a remote position that may require travel up to 25%.When you join iCIMS, you join the team helping global companies transform business and the world through the power of talent. Our customers do amazing things: design rocket ships, create vaccines, deliver consumer goods globally, overnight, with a smile. As the Talent Cloud company, we empower these organizations to attract, engage, hire, and advance the right talent. We're passionate about helping companies build a diverse, winning workforce and about building our home team. We're dedicated to fostering an inclusive, purpose-driven, and innovative work environment where everyone belongs.ResponsibilitiesLeverage company training opportunities to build expertise in the iCIMS Talent Cloud offerings, the talent acquisition landscape, and value selling.Research target accounts (5,000+ employees) to identify key decision makers, understand business challenges, and build persona-based value propositions.Builds sales funnels (3X pipeline) through individual prospecting efforts including but not limited to client referrals, regional networking, webinars and cold calling.Partner collaboratively with the sales development and presales teams to turn marketing qualified leads into sales qualified leads and develop/implement sales plans.Leverage the CRM to support the sales process and ensure pipeline accuracy.Through a consultative approach, uncover prospect business issues and craft value-based proposals for the full suite of iCIMS portfolio solutions.Lead the entire sales process, including RFP/RFI and final contract, and coordinate efforts with marketing, presales, sales management, accounting, services, infosec, legal and technical groups.Consistently achieve sales quotas for new logo accounts.Qualifications10+ years of experience in software sales.7+ years of experience targeting new logo (large) enterprise accounts with complex deals.Proven success in consistently achieving B2B sales quotas with deals that are more advanced in scope and size, including global organizations.Demonstrated ability to build effective, value-based sales plans with adequate pipeline coverage to ensure quota achievement.A passion for helping potential customers solve business issues with advanced technology solutions.Ability to effectively uncover and engage various buyer personas to build the right relationships and close new logo accounts using a value-based approach.Ability to communicate with and influence multiple layers within organizations, including Senior Leadership through C-level.Ability to work both independently and within a team environment.Proficiency with Microsoft Office products such as Word and Excel.Proficiency with LinkedIn and social selling.Preferred:Experience with Salesforce, Clari, SalesLoft and Gong.Experience with 360-degree selling methodology.Experience in HCM / Software-as-a-Service/ Technology industry.EEO StatementiCIMS is a place where everyone belongs. We celebrate diversity and are committed to creating an inclusive environment for all employees. Our approach helps us to build a winning team that represents a variety of backgrounds, perspectives, and abilities. So, regardless of how your diversity expresses itself, you can find a home here at iCIMS. We are proud to be an equal opportunity and affirmative action employer. We prohibit discrimination and harassment of any kind based on race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, gender expression, age, veteran status, genetic information, disability, or other applicable legally protected characteristics. If you would like to request an accommodation due to a disability, please contact us at careers@icims.com.Compensation and BenefitsWe accept applications for this position on an ongoing basis until the position is filled. Applications will be reviewed as they are received, and qualified candidates may be contacted throughout the posting period. The anticipated base pay range for this position is $120,000-$150,000.00 annually. Additional compensation may include quarterly commissions, as applicable. Final compensation will be based on factors such as relevant experience, skills, education, internal equity, and market data. This range aligns with our commitment to equitable and transparent compensation practices, as required by applicable law. Competitive health and wellness benefits include medical, dental, vision, 401(k), dependent care, short term and long-term disability, life and AD&D insurance, bonding and parental leave, mindfulness resources, an open vacation policy, sick days, paid holidays, quiet hours each workday, and tuition reimbursement. Benefits and eligibility may vary by location, role, and tenure. Learn more here: https://careers.icims.com/benefits