Principal Account Executive

4 weeks ago

Westlake, Ohio, United States Hyland Full time
Job Title: Principal Account Executive - Enterprise Imaging

At Hyland, we are seeking a highly skilled and experienced Principal Account Executive to join our team. As a key member of our sales team, you will be responsible for developing and maintaining relationships with new and existing customers or partners to consistently meet or exceed assigned sales goals.

Key Responsibilities:
  • Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities for assigned high-risk, high-impact existing or potential customers or partners.
  • Develop and communicate accurate sales forecasting on a real-time basis.
  • Operate as a trusted advisor to customers or potential customers, developing and maintaining strategic working relationships with senior leadership, including those at the executive level.
  • Utilize long-term vision, strategy, and roadmaps to generate and maintain a constant pipeline.
  • Leverage expertise and significant best practice knowledge to educate customers and potential customers on the benefits of our solution, driving customer need and creating opportunities.
  • Partner with sales solution engineers in the development of software demonstrations for customers or potential customers, actively contributing and participating in software demonstrations.
  • Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits, or sales calls.
  • Comprehensive understanding of best practices and market trends, proactively educating and influencing key executives on future business and technical needs, pursuing opportunities for company expansion and integration.
  • Engage company specialist and support resources as needed to advance opportunities.
  • Determine the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response.
  • Develop and maintain strategic internal working relationships to enhance sales execution.
  • Attend and actively contribute to trade shows to ensure customers or potential customers are participating in company marketing efforts, tailoring plans to meet customer needs.
  • Develop the closing plan and strategy for accounts with key influencers within the account, leading negotiation and contracting process to ensure deals are closed on time, as forecasted.
  • Operate as an innovative thought leader among the team, contributing to the overall growth and quality of the sales team and processes.
  • Serve as a subject matter expert for the sales department and colleagues, consulting on market trends and best practices.
  • Mentor, coach, and influence other sales team members.
Requirements:
  • Experience with Enterprise Medical Imaging solutions preferred.
  • PACS or VNA solution experience.
  • Bachelor's Degree or equivalent experience.
  • Significant experience as an Account Manager in a complex environment.
  • Deep knowledge and expertise in sales or relevant industry or technology solution.
  • Proficient in opportunity management and account planning tools.
  • Microsoft Windows and Office proficient.
  • Proven year-over-year sales generation success.
  • Excellent ability to establish rapport and gain the trust of others.
  • Excellent oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact.
  • Highly organized and experienced at successfully multi-tasking.
  • Self-motivated with the ability to manage work independently to completion.
  • Excellent collaboration skills, applied successfully within the team as well as with other areas.

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