Major Account Executive

2 weeks ago

Phoenix, United States OpenWorks Full time
Job DescriptionJob Description

About the Company

Openworks is a dynamic and innovative company that prides itself on fostering a culture of continuous learning and development. With 40 years in business, OpenWorks has earned year-over-year recognition on the Inc. 5000 and Franchise 500 fastest-growing organizations list. We are committed to empowering our employees and enhancing their skills to drive success in all aspects of sales and customer engagement.

A "Day in the Life" of the Major Account Executive

The Major Account Executive is directly responsible for driving maximum new customer revenue growth via 100% hunting for mid-market multi-site, multi-territory, and national wins. This is a hunting role focused on landing new logo accounts. OpenWorks' target industries include Medical, Education, Logistics, Manufacturing, and other recession-resistant verticals.

You will lead the full sales cycle for new prospects, including identification, qualification, proposal creation, pricing, contract negotiations, and handoff to operations upon close. Success in this position requires tenacity for cold calling, experience working with RFP and national procurement teams, and the ability to coordinate complex sales processes.

Overview of Responsibilities

  • Perform all duties to prospect and own the full sales cycle within OpenWorks' ideal customer profile targeted customers. You will hyper-focus on our land and expand the success model. 20% of your focus will be on landing new logos for mid-market national brands whose revenue is under $500m to consolidate their facility service needs. 80% of your time will be cold calling into current OW national named accounts and expanding our footprint within these known brands from a regional VP+ level.
  • Apply the "OW Way" via a consultative sales approach, conduct deep dives into customer needs, and apply OpenWorks' best-fit solution to meet strategic and national prospect needs.
  • Lead and coordinate complex end-to-end sales cycles, including qualification, solution design, pricing, quoting, and contract development to close national-level sales.
  • Create strategy maps to sell OpenWorks facility services to multiple levels of authority, inclusive of C-Level Executives, through customized capabilities and proposal presentations, both virtual and face-to-face.
  • Demonstrate mastery of high-value business discovery and solution expertise within OW Core Industries (Medical, Education, Logistics, Manufacturing, and other recession-resistant verticals).
  • Provide accurate pricing for proposals, which require collaboration with Strategic and Operations teams.
  • Successfully transition your clients to Operations upon closing the sale.
  • Identify and communicate (from both internal and external sources) best practices that can be used throughout the organization or share ideas to better us for the future.

What You'll Need to Succeed

  • 6+ years' experience as a sales professional with a demonstrated ability to utilize sales methodologies delivered in a virtual environment and in person. Must have national B2B sales experience.
  • 3+ years selling in a service-based industry across multi-state or geographic territories. You have sold in cold markets.
  • Must be confident in technology and open to leveraging automation and AI.
  • Strategic Partnerships: The candidate should have experience working with national or strategic teams, showcasing their ability to collaborate and build relationships with key stakeholders at various levels within an organization. Ability to rely on other team members to logistically get sale over the goal line, resulting in a proven track record of quota attainment to $2m-$6million in annualized revenue in B2B full sales cycle hunter role.
  • We are a tech-forward organization, must have proven competence in leveraging technology throughout the sales cycle.
  • You pride yourself on being highly accountable and honoring commitments-not because it is what is asked of you but because it is who you are. You collaborate to win, hate to lose, and are growth-minded. You are hungry to build something within a fast-paced, hyper-growth organization.
  • Effective communicator (persuasion, problem-solving, and consultative sales process).
  • BS/BA degree - or - Honorable Discharge from the US Military Preferred.

What's in it for You

  • Competitive base pay + uncapped commission
  • Opportunity to win an Annual President's Club Trip
  • Mileage reimbursement
  • Company-issued laptop
  • 401k retirement savings plan with generous company match
  • Comprehensive medical, dental, vision, disability, and life insurance
  • Paid time off, paid holidays, and paid volunteer time off (16 hours/yr)
  • Fitness reimbursement

OpenWorks is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

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