Our client is an up and coming software company headquartered in Virginia. They provide web based software to enable corporate decision making around planning, finance and IT.We are seeking an experienced Commercial Sales Executive to join us as a key member of the team, leading the growth of new commercial customers. The primary responsibilities for the Commercial Sales Executive are to pursue and close enterprise-class or business unit-level opportunities within various commercial markets that involve the sale of a company software license to solve the customer’s challenges. Specifics include a self-motivated team player that will drive new business lead generation/qualification and will close consultative style sales of software licenses to new accounts. This candidate has the desire for significant compensation upside without limitation in a growing market. The sales focus is net new renewable commercial clients in both mature buyer segments as well as ones that are less established.
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This position often works independently but always with the support of the existing sales assets, the executive team, channel partners, and sales consultants.SkillsDuties and ResponsibilitiesProspect and establish rapport with targeted new accountsConsistently forecast monthly and quarterly bookingsMaintain lead, account, and opportunity updates in SalesForce.com CRM systemDevelop and execute strategies with corporate executives to penetrate new accountsSucceed in both an individual and team selling environmentsWork with business partners, as appropriateUnderstand the potential clients' requirements, challenges, culture and environmentStay abreast of clients' driver and current events affecting their organizationsProvide functional overview demonstrations that highlight to the customer the solution’s value propositionManage complex sales cycles with multiple stakeholdersAssist with RFI’s/RFP’s when appropriateWork closely with marketing and other sales assets to generate attendees for sales events (webinars, seminars, etc.) and provide diligent follow through with prospects after the eventsProduce regular lead, account, and opportunity reviews in conjunction with business development and corporate leadershipFocus on 100% customer satisfaction, driving reference-able accountsMeet semi-annual MBOsWillingness to work in recently formed organization with expectations towards sustainable growthMay have travel requirements up to 25%Job QualificationsBachelor’s degree in a business related field preferredMinimum four years experience with complex/technical products and services, preferably in outside consultative style sales roleEnterprise software and/or software licensing experienceAbility to implement sales strategies and tactics to grow sales in a highly competitive market, relying on differentiating product features and business value rather than priceExperience calling on “C” level senior executives within the commercial market, preferably in the financial and technology sectorsUnderstanding the buying decision making process in the target organizationsTrained in proven sales methodologiesProven track record meeting and exceeding annual quota year over yearGoal-oriented and incentive driven with a history of achievementExcellent presentation skillsStrong time management skills, self starterEffective verbal and written communication skillsDetail oriented, relationship building skills and a passion for customer serviceTeam player with a positive attitudeAbility to handle, adapt, and overcome changeStrong negotiation skillsStrong organization skills and attention to detailExperience in early stage company desired
