Senior Account Executive

5 days ago

Houston, Texas, United States Innovapptive Full time
About the Role

Innovapptive is seeking a highly motivated and experienced Senior Account Executive to join our team. As a Senior Account Executive, you will be responsible for generating revenue and bookings above quota by acquiring new customers from a target account list and inbound leads as assigned.

You will research target accounts, create outreach strategies, and collaborate with inside sales team members following-up on inbound leads in order to develop a sales pipeline of qualified opportunities. This position will execute disciplined opportunity-to-closure sales cycles with support from the pre-sales organization and with limited supervision from sales management.

The ability to create personalized sales presentations and value-based investment offers using tools such as Microsoft Excel and Microsoft PowerPoint is critical. Ultimately, the Senior Account Executive needs to contribute to an increase in sales and maintain company-client relationships at a high standard.

Key Responsibilities
  • Have a hunter-mentality with the objective to organize and lead the execution of a consultative sell cycle into enterprise accounts in any of the following industries: asset intensive (Oil & Gas, chemicals, mining, and Utilities), and manufacturing
  • Be an expert on executing a disciplined sales cycle starting with your ability to qualify and understand new Leads by determining 1) Goals, Plans, Challenges, Timeline; 2) Budget and Authority; 3) Negative Consequences and Positive Implications
  • Develop personalized sales presentations and tailored pricing proposals for software and services with a clear focus on business value and solution differentiation
  • Lead a cross-functional team effort to tailor and demonstrate the business solution value to the prospect while ensuring internal team resources are aligned and utilized in an efficient and effective manner
  • Be the single point of contact in sales for the prospect and responsible for communicating the tailored business solution value proposition to the prospect in all interactions (dialog, emails, slides, investment case, etc.) with a clear focus on business value and solution differentiation
  • Develop an organizational map of key stakeholders within your accounts, build trusted business relationships with such stakeholders and translate your insight into strategic account plans
  • Develop tailored pricing proposals for software and services using existing templates and processes
  • Support the development of Statement of Work project proposals and/or Request for Proposals by writing strong value driven executive summaries, ensuring that the proposal completely and accurately addresses the client needs and represents differentiators effectively
  • Organize and lead high-impact web and/or onsite meetings with qualified prospects
  • Attend seminars and trade shows as required
  • Utilize CRM (Salesforce) as a daily tool to plan activities and track progress, i.e. leads, accounts, contacts, activities and opportunities
  • Communicate market feedback to the sales & marketing, professional services, and the product development teams
  • Displays strong ownership with "Can do"/"scrappy" mindset as we are building an organization
  • Other duties as assigned

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