Enterprise Account Executive

Passionate people. Loyal clients. Leading solutions. With a rich culture of creative collaboration and professional growth, IDeaS’ team members build successful careers with us. IDeaS is proud to be a global powerhouse of innovation and excellence; challenge and reward. No matter where we’re working, our teams come together to create leading revenue management solutions that accelerate our clients’ growth through revenue optimization. Now we just need you The Enterprise Account Executive is responsible for new business sales of IDeaS solutions and services into enterprise top target accounts in the hospitality industry. The Enterprise AE will use a direct sales approach to research, plan, prospect, engage, and close new business with assigned accounts. This role is critical in scope and responsibility and is key to achieving company growth. Sales leadership will determine assigned target accounts. What you’ll be doing... Builds sales for all IDeaS revenue management solutions: software, services, and consulting offerings in the assigned accounts. Develops new business and executes strategic sales campaigns which will help grow volume, market share and profit on a value proposition basis. Identifies, qualifies, and pursues growth opportunities. Meets and exceeds sales targets. Plans, develops and implements the growth strategy for the assigned accounts, identifying and addressing key marketplace needs that can benefit most from revenue optimization initiatives. Leads, grows, and provides sales and development Enterprise opportunities throughout the Americas, as well as expand to new markets and market segments. Manages sales relationships through a full life cycle, including approach, negotiation, closure, contract support, and long-term relationships. Conducts significant direct contact with customers and travels to customer sites. Prepares complex quotations and proposal information as needed; works to customize quotes and proposals and to coordinate resources across divisions including contracting execution. Utilizes salesforce.com to track activities, contacts, accounts, leads, and opportunities. Provides regular forecast reports and updates for the assigned territory and accounts to the company. Implements and builds upon the strategic regional marketing and sales plan, including competitive positioning of IDeaS products and solutions in the regional marketplace. Establishes and drives growth targets across Key Performance Indicators of Profitability, Revenue Growth and Revenue Recognition ensuring all business is executed according to current policies and guidelines and within desired profitability margins. Actively engages and supports a progressive and dynamic corporate culture within IDeaS. Manages annual sales business plans (quotas) and monitors progress to monthly & quarterly objectives. Tracks and analyzes the competition, market opportunities, products, and activities. Assists in corporate lead generating activities and support of industry trade shows/events. Engages with IDeaS internal teams to develop and deliver solutions to meet prospect requirements. Proficient in Microsoft Excel, Word, and Outlook. Performs other duties as assigned. What you’ll bring to us… Bachelor's degree, preferably in Business, Marketing, MIS, Hospitality, or other relevant discipline. 8+ years of progressive experience in a direct sales role within the hospitality or software industry with an individual quota assignment. Demonstrated success and overachievement of value proposition sales (volume, market share growth, sales quota, competitive rank, awards, etc.) Excellent consultative and listening skills with a strong ability to communicate across a range of diverse cultures and corporate levels, including Executive Management (C-Level) teams. Ability to communicate complex topics in writing and verbally to users, business, and technical personas. Superior analytical skills balanced by an ability to navigate the larger strategic picture. Excellent organizational skills to manage multiple, sometimes conflicting priorities. Strong business acumen with ability to translate complex business problems and identify workable solutions. Ability to manage change and use creative alternatives to solve problems. Knowledge of the hospitality industry, hotel infrastructure, and the technology used within hotels. Fluency in reading, writing, and communicating in English. Ability to successfully perform all job responsibilities remotely. Knowledge of advanced strategic sales techniques; knowledge of hardware and/or software acquisition cycles and buying influences. Advanced knowledge of industry software and hardware terminology and concepts; knowledge of IDeaS solutions and services preferred. Excellent written and verbal communication skills, strategic selling skills, skills in analyzing and evaluating territory dynamics to develop and implement a sales plan. Ability to initiate and lead projects. Current residency in one of the following cities: Any major US City Ability to travel 40%. Proficient in Microsoft Excel, Word, and Outlook. We Support Who You Are…. As a global company, we strive to create an inclusive environment where diverse perspectives spark innovation and meet the challenges of an evolving world. Whether you’re launching a new career or expanding your current one, IDeaS is a company where you can balance great work with all other aspects of your life. At IDeaS, we also aspire to live our values each day by being Accountable, Curious, Passionate and Authentic. And we continue our quest to build a more inclusive environment that attracts, represents and provides a place for diverse ideas, unique perspectives, and authentic voices.