Enterprise Account Executive

3 weeks ago

Orlando, United States OneRail Full time

OneRail is seeking to hire the next generation of sales leaders with business development and technology/SaaS sales experience.

OneRail, headquartered in Orlando, Florida, is the emerging leader in the Final Mile delivery space thanks to our intelligent final mile orchestration and fulfillment platform.

Our platform matches shippers' demand signal in real time (Point of Sale, ERP, or eCommerce) to the aggregate of our ever-growing contracted, scalable, national footprint of couriers and skilled Exceptions Assist team to provide a dependable, scalable, and affordable final mile solution.

Through our groundbreaking technology we are taking the friction out of delivery to make sure our customers are informed and happy and has been recognized by Gartner as one of the most innovative solutions for customers seeking to solve Final Mile delivery logistics pain points.

OneRail has also recently been awarded a spot in the top 100 of the Inc. Fastest Growing Companies list due to our continued hypergrowth mode. This includes expanding our Sales and Business Development team. As such, we are looking for the next generation of Sales leaders to join the OneRail team as Enterprise Account Executives who will focus on small/medium-sized business development.

As an Enterprise Account Executive you will manage a complex sales cycle within new clients by mapping customers' decision-making and approval processes, compressing timelines, negotiating contracts, and closing business.

To excel in this role, you must possess the ability to quickly study a prospect's challenges, align to key decision makers, and to gain their trust as a technology advisor all the while identifying the best OneRail services-based solution that fits their needs. You will dig deep into clients' needs and problems to identify solutions we can provide as a trusted expert. You'll function as a resourceful sales professional while operating as a trusted technology consultant who will overcome challenges, make connections with buyers, build credibility with technologists, and can sell consultative services across industries.

You will guide a sales cycle from qualification to close, supported by a team of Business Development Executives (BDE) dynamic sales engineers (SE) and an experienced delivery team.

Key Responsibilities

* Prospecting:
* Build relationships and sell by consulting to drive buying decisions of VP, Director, and C-Level executives at enterprise companies.


* Discovery:
* Developing a strong understanding of key differentiators and the competitive landscape.
* Uncover needs and develop relationships with multiple stakeholders within the assigned accounts across the Lines of Business, IT, Procurement and Senior Management.


* Value Assessment
* Quickly assess a prospect's pain points, technology challenges, internal capabilities to solve problems, and align them with OneRail's solution offerings demonstrating where value can be gained by reducing operational cost, increasing workforce efficiency, or increasing revenue for a customer.


* Demonstration
* Work cross-functionally to demonstrate how our solution solves a prospect's needs as identified in our Discovery and Value Assessment stages of the sales process.


* Contract Negotiation and Execution
* Negotiate and execute transactions averaging over $250,000 AARR.
* Use contract negotiation techniques and a deep understanding of the OneRail proposition and value levers for cost defense and velocity to transaction.


* Cross-sell / Upsell
* Consistently seek new business opportunities by presenting, recommending and upsell new OneRail modules, applications, services and partner solutions


* Organization / Administrative:
* Independently manage time and responsibilities to ensure consistent quota fulfillment, newly created opportunities, administrative task completion, and overall account management through proper use of our sales tools such as Salesforce.com.



Qualifications

* 6+ years of experience consultative B2B selling experience in the Enterprise Software/Services environment.
* 3+ years in the transportation, logistics or supply chain industry preferred.
* Full life-cycle consultative sales experience, from first call to close, including technical demonstrations and independently leading needs analysis workshops with prospects.
* Use of Power Base Selling and MEDDIC to qualify and close transactions averaging $250,000+.
* Demonstrated proficiency with SalesForce.com, spreadsheets, databases and applications.
* Outstanding presentation, reporting and communication skills.
* History of consistently achieving or exceeding sales quota as a highly motivated individual.
* Proven ability to build a sales pipeline through prospecting and building relationships.
* An understanding of innovative technologies, preferably cloud technologies.

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