Account Executive

2 weeks ago

Santa Monica, United States Accelerate HC Full time

Title: Senior Sales Executive

About Our Client:

Our client is at the leading edge of the Industrial Internet of Things (IIoT) sector, specializing in the development of advanced IoT controllers and comprehensive software solutions that track usage, location, and many other critical data points. Their innovative products, including advanced joysticks for boom lifts and scissor lifts, are designed for various applications across the construction and agriculture industries.

About the Role:

Our client is seeking a driven and strategic Senior Sales Representative to join their dynamic team. This critical role focuses on new business development, specifically targeting and acquiring new logos. The ideal candidate will be a "hunter" with a strong background in managing the full sales cycle from prospecting and discovery through to close, particularly within named accounts.

Key Responsibilities:

  • Strategic Customer Engagement: Act as a trusted partner who can deliver solutions that enable customers to meet their objectives, such as new revenue growth and cost reduction.
  • New Business Development: Actively seek out and engage with new clients, focusing on creating opportunities and acquiring new logos within the industrial IoT space.
    • Target markets include, OEMs: Such as Genie, SkyJack, JLG, Caterpillar, and others who manufacture construction and agricultural equipment.
    • Rental Companies: United Rentals, Herc Rentals, and other companies involved in renting equipment for construction and agriculture.
  • C-Level and Decision Maker Engagement: Regularly meet with customers at C-suite and decision-maker levels to advance opportunities through the pipeline.
  • Pipeline Management: Maintain a pipeline and action plan to drive the closure of deals.
  • Discovery and Demos: Conduct discovery calls to ascertain customer requirements, providing technical support during product demonstrations as needed.
  • Sales Cycle Management: Shepherd accounts from initial contact to close, ensuring a thorough understanding of the customer's business and technology needs.
  • Collaboration: Work closely with the Product Marketing Manager to strategize on GTM strategies and collateral
  • Market and Competitive Analysis: Maintain an acute awareness of industry trends and competitive landscape to inform sales strategies.
Qualifications:
  • Bachelor's degree in Business Administration or a related field.
  • 5+ years of experience in sales, with a proven track record of new business acquisition, preferably in the IIoT, industrial, or agriculture sectors.
  • Strong experience in industries that engage heavily with OEMs and third-party manufacturers, such as construction, automotive, or agriculture.
  • Demonstrated ability to operate strategically, including the development of effective go-to-market strategies.
  • Exceptional skills in negotiation, presentation, and relationship management.
  • Excellent analytical and problem-solving abilities, with a keen ability to conduct market research and competitive analysis.


What They Offer:
  • A competitive salary and comprehensive benefits package.
  • A dynamic and creative work environment.
  • The opportunity to work with cutting-edge technology in the IIoT space.
  • Extensive opportunities for personal and professional development.

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