Senior Account Executive

7 days ago

Westlake, Ohio, United States Hyland Full time
Job Summary

Hyland is seeking a seasoned Senior Account Executive to join our sales team. As a key member of our organization, you will be responsible for developing and maintaining relationships with new and existing customers to drive sales growth and exceed assigned targets.

Key Responsibilities
  • Develop and Execute Sales Strategies: Create and implement comprehensive sales plans to meet or exceed quota, including identifying and prioritizing opportunities for high-risk, high-impact customers.
  • Build and Maintain Customer Relationships: Establish and maintain strategic relationships with senior leadership, including executive-level contacts, to drive customer engagement and loyalty.
  • Drive Revenue Growth: Leverage expertise and best practices to educate customers on the benefits of Hyland's solutions, drive customer need, and create opportunities for growth.
  • Collaborate with Cross-Functional Teams: Partner with sales solution engineers to develop software demonstrations and actively contribute to sales efforts.
  • Manage Customer Accounts: Record all customer account information in the CRM, including opportunities, commitments, and meaningful conversations.
  • Stay Up-to-Date on Industry Trends: Proactively educate and influence key executives on future business and technical needs, pursuing opportunities for company expansion and integration.
  • Engage with Company Resources: Engage company specialists and support resources as needed to advance opportunities.
  • Develop and Maintain Strategic Relationships: Determine the viability of Request for Proposal (RFP) requests and directly influence the development of responses.
  • Lead Negotiation and Contracting: Develop and maintain strategic internal working relationships to enhance sales execution, attend trade shows, and tailor plans to meet customer needs.
  • Drive Closing and Contracting: Develop the closing plan and strategy for accounts with key influencers, lead negotiation and contracting processes to ensure deals are closed on time and as forecasted.
  • Contribute to Team Growth and Quality: Operate as an innovative thought leader among the team, contribute to the overall growth and quality of the sales team and processes.
  • Subject Matter Expertise: Serve as a subject matter expert for the sales department and colleagues, consulting on market trends and best practices.
  • Mentor and Coach: Mentor, coach, and influence other sales team members.
Requirements
  • Education: Bachelor's Degree or equivalent experience.
  • Experience: Significant experience as an Account Manager in a complex environment.
  • Knowledge and Expertise: Deep knowledge and expertise in sales or relevant industry or technology solution.
  • Skills: Proficient in opportunity management and account planning tools, Microsoft Windows and Office, and excellent oral and written communication skills.
  • Performance Metrics: Proven year-over-year sales generation success, excellent ability to establish rapport and gain the trust of others, and highly organized with the ability to successfully multi-task.
  • Travel Requirements: Up to 50% travel time required.

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