IIM Sr. Account Executive

3 weeks ago

Ramsey, United States Konica Minolta Business Solutions Ltd Full time
Overview

The IIM Senior Account Executive role is a commissioned sales position. This position is responsible for ensuring the consistent development of a pipeline of opportunities that will result in the quarterly sales goals set for the position. This role is focused on Net New opportunities in addition to account expansion. Reporting of all activities associated with this position will come from the CRM system - which requires that all prospecting / sales activities are consistently and timely entered into the CRM system.

Responsibilities

Essential job functions include, but are not limited to the following:

  • Lead/Opportunity Generation and Pipeline Management - Responsible for responding to, developing and qualifying leads into opportunities.
  • Responsible for developing and executing a comprehensive sales strategy plan to generate leads and opportunities within and outside the Konica Minolta customer base in an effort to meet/exceed established quota. All lead qualification efforts will be managed and reported through the CRM system.
  • Responsible for account planning with assigned Global Client Executives (GCE's), Allcovered vertical sellers, and/or Major Account Executives (MAE's). Responsible for ensuring a sales pipeline that, through consistent efforts, will meet sales goals. Responsible for prospecting and developing business relationships with potential customers
  • Leverage knowledge and experience to educate potential customers on the benefits of the company's solution
  • Opportunity Management & Forecasting - Responsible for managing and documenting the opportunity/sales process through the use of the CRM system. Consistent updates to the CRM system will be required to ensure accurate forecasts.
  • Proposal / RFP Preparation - Responsible for managing the RFI/RFP process and the final response. Duties include pre-bid meetings, phone conferences, etc.
  • Demonstrations & Konica Minolta IIM Experience - Responsible for identifying and qualifying the customer needs and documenting the client's challenges to effectively work with the Sales Engineering team to execute the Konica Minolta IIM Experience. This includes collaborating on alternatives for the proposed solutions in addition to discussing or demonstrating other options per the client's requirements.
  • Scope / Project Profile Preparation - Responsible for defining the requirements of the projects, along with developing and communicating the ROI and Goals of the project. Responsible for working with the Sales Engineer and Professional Services in developing a Project Profile that will result in the development of a price proposal.
  • Pre-Implementation Activities - Responsible for participating in final review of the Functional Requirements Document (FRD), comparing expectations to the proposed delivered results.
  • Post Implementation Activities - Responsible for participating in final review of the implementation, comparing expectations to the delivered results. Includes review of ROI and to assist in the development of the Case Study.
  • Account Management - Responsible for working with the Customer Success Manager to provide a strategic account team that is responsible for ensuring our clients achieve their desired outcomes through their interactions with Konica Minolta. In cases where a Customer Success Manager is not assigned, the Account Executive will be responsible for activities including regular follow-ups with the Account, and discussions to ensure that the Account is capitalizing on their system to the highest possible level. Responsible for identifying upsell/cross-sell opportunities within the assigned account base and engaging the proper team to close new opportunities.
  • Actively contribute ideas to improve sales process and overall growth and quality of the sales team
  • Continue to grow knowledge and awareness of best practices and market trends
  • Event Participation - Responsible for participating in the planning and execution of various marketing activities. Roles may include actively driving attendance, presentations, and general networking activities.
  • Performs other duties, as assigned.

Qualifications

Education Requirements

  • Four- year college degree or satisfactory completion of a business curriculum from an accredited school and/ or equivalent work experience
  • Experience Requirements
  • 10+ years of experience in complex sales
  • 10+ years of experience in the IIM or a related industry
  • Experience providing solutions relating to business process improvement
  • Experience servicing internal and external customers
  • Experience working with external vendors/ partners
  • Experience with Solution or Strategic Selling
  • Excellent interpersonal and communications skills
  • Ability to collaborate with internal partners, coworkers and external vendors
  • Ability to work within a team structure
  • Strong listening skills - ability to understand customer needs and equate them to our solutions
  • Strong knowledge of CRM tools
  • Strong knowledge of Microsoft Word and Excel
  • Strong knowledge of IIM products and services - Kofax, Hyland OnBase, Nintex, Square 9, Automation Anywhere, UiPath and SharePoint preferred

About Us

Konica Minolta's journey started 150 years ago, with a vision to see and do things differently. We innovate for the good of society and the world. The same purpose that kept us moving then, keeps us moving now. Konica Minolta Business Solutions U.S.A., Inc. is reshaping and revolutionizing the workplace to achieve true connectivity through the Intelligent Connected Workplace. The company guides and supports its clients' digital transformation through its expansive office technology portfolio, including IT Services (All Covered), intelligent information management, managed print services and industrial and commercial print solutions. Konica Minolta has been included on CRN's MSP 500 list nine times and The World Technology Awards named the company a finalist in the IT Software category. Konica Minolta has been recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier Market by Brand Keys for sixteen consecutive years, and is proud to be ranked on the Forbes 2021 America's Best-in-State employers list. The company received Keypoint Intelligence's BLI 2021 A3 Line of The Year Award and BLI 2021-2023 Most Color Consistent A3 Brand Award for its bizhub i-Series. Konica Minolta, Inc. has been named to the Dow Jones Sustainability World Index for nine consecutive years and has spent six years on the Global 100 Most Sustainable Corporations in the World list. Konica Minolta partners with its clients to give shape to ideas and works to bring value to our society. For more information, please visit us online and follow Konica Minolta on Facebook, YouTube, LinkedIn and Twitter.

EOE Statement

Konica Minolta is an equal opportunity and affirmative action employer. We consider all qualified applicants for employment without regard to race, color, religion, creed, national origin, sex, pregnancy, age, sexual orientation, transgender status, gender identity, disability, alienage or citizenship status, marital status or partnership status, genetic information, veteran status or any other characteristic protected under applicable law.

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