Strategic Account Executive

3 weeks ago

Minneapolis, United States SPS Commerce Full time
Description

In this quota-carrying and fast-paced role, the Strategic Account Executive will continuously seek net new business derived from prospecting, territory management, and periodically going onsite.  This position will pull in resources from the sales engineering team and work to transition business to our implementation team. Once a new customer is onboard, this account will remain as part of your territory for possible upsell or cross sell. In this role, the Strategic Account Executive will grow business with a constant mix of new and expanding clients with a strong emphasis on net new customer acquisition.

Does this sound like you?

  • Results matter and you hold yourself to a high standard of performance.  You thrive in an environment of collaboration and succeed together values.
  • Obsessed with customers is how you work. You position yourself as a trusted advisor, solving customer’s business problems and drive value for their business.
  • Get After it – You understand that speed matters and demonstrate a sense of urgency and commitment to getting things done.

Why SPS?

We solve retail supply chain problems by cutting through inefficiency with innovation and automation. At SPS we empower retailers, suppliers, distributors, grocers and logistics partners to work better together with our people, our process and our tech products.  We have the world’s largest retail network, and we don’t just lead the industry, we are the industry.

At SPS, we believe every employee makes a difference. We ensure employees have the tools, resources and training to explore new ideas and execute them. Our success comes from playing as a team and always playing to win. Careers don’t just grow here, they’re made here.

Essential Responsibilities / Duties
  • Drive a value-based sales process and manage a defined sales territory (e.g., identify, develop, and close new business opportunities)
  • Prospect for new clients through email campaigns, networking, cold calling, and other strategies you determine can reach client most effectively
  • Engage in all qualified leads/opportunities assigned from a variety of teams (e.g., Channel, Logistics, Analytics, Marketing, Community, Lead Generation)
  • Collaborate with an account team to understand and leverage existing SPS relationships while cultivating a culture that grows together and aligns with SPS Values
  • Nurture prospects and current customers while partnering with account team to cross-sell and upsell existing subscribers
  • Develop and maintain deep SPS product knowledge to demonstrate and prescribe SPS solutions
  • Maintain a rolling 90-day pipeline to meet or exceed ARR quota
  • Partner with AE as well as Customer Success to maintain customer satisfaction; respond to customers in a timely manner; ensure the customer has proper alignment with customer success
  • Document key findings, progress, insights, and pipeline velocity in Salesforce.com
Minimum Requirements
  • Bachelor’s degree AND 5 years of relevant work experience with 3+ years quota-carrying sales experience OR some post-secondary education AND 9 years of relevant work experience
  • Demonstrated experience managing sales cycles from prospecting to close, building a pipeline, patiently overcoming objections, using tools and resources to demonstrate ROI, effectively forecasting, and persisting through short and long sales cycles
  • Proven experience generating leads from your own prospecting efforts, leveraging your contacts and existing accounts and partners
  • Clear, concise, and confident communicator (verbal, non-verbal, written), including effectively altering vocal tone/inflection, listening, and writing relevant and engaging content
  • Ability to translate and clearly communicate business issues and technical information to individuals with varied levels of expertise
  • Excellent skills with cross-functional teamwork (e.g., product management, support, sales leadership, and senior management)
  • Demonstrative behaviors around integrity, relationship building, and leadership expectations
Preferred Experience
  • Multi-year tenure in a single organization with 3+ years of repeated success exceeding quota is preferred
  • Proven competence with Microsoft Office (e.g., Word, Excel, PowerPoint, Outlook) and Salesforce.com
Internal Equivalency Experience
  • At least 1 year of SPS experience and exposure to related/relevant areas of practice or expertise and at least 6 months in a sales position

SPS Commerce offers a comprehensive package of benefits including health, dental, vision, disability and life insurance, paid time-off, 401(k), health and flexible spending accounts, stock purchase plan and more.

EOE including disability/ veteran

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