Copy of Enterprise Account Executive

Job Summary :

The Enterprise Account Executive is responsible for expanding the license and services pipeline of opportunities and implementing proven sales processes to achieve revenue goals within the designated customer accounts. The sales opportunities will focus exclusively on the named customers and related organizational units. The Enterprise Account Executive will manage ongoing relations within specific customer-named accounts. The Enterprise Account Executive must be well organized, thorough, and comfortable with complex sales campaigns and demonstrate a proven track record closing million-dollar-plus deals.

Essential Functions :

Annual Revenue – Achieve / exceed quota targets.

Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships with new and existing customers and leverage them to drive strategy through the organization.

Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, the value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.

Manage the sales cycle, performing lead qualification, arranging and providing demonstrations, quoting, and closing.

Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to iBase-t solutions.

Develop and deliver a comprehensive business plan to address customers’ and prospects’ priorities and pain points. Utilize VE, benchmarking, and ROI data to support the customer's decision process

Coach customer stakeholders and build consensus for iBase-t solutions within their organization.

Independently and collaboratively strategize for solving deal-level challenges.

Collaborate closely with the iBase-t sales team and colleagues.

Increase iBase-t sales volume and deal size.

Work closely with internal implementation and development teams to develop an implementation approach and quote and assure smooth delivery and customer satisfaction.

Report account activity, opportunity status, and other details.

• Orchestrate the iBase-t executive engagement (such as QBR’s) with the customer to meet the defined account strategy and objectives of iBase-t and customer executive management

Requirements

Requirements :

Eight plus years of demonstrated success selling complex software solutions (SaaS strongly preferred). Experience selling Enterprise software applications, including ERP, MES, Supply Chain, or PLM solutions into complex discrete manufacturers, considered a plus.

Prior sales responsibility for a minimum of $1 million in revenue and / or ARR; with a consistent, proven track record of meeting / exceeding quota

A passion for manufacturing and a sound understanding of manufacturing processes and functions.

Ability to systematically solve problems and hypothesize possible customer point points, expectations, and implicit needs.

Ability to tailor communication to the customer’s needs with authority; effectively deliver presentations to all levels of the organization; and strong oral / written communication skills.

Demonstrated experience using rational and emotional drivers that would appeal to customers to drive negotiation conversations in your favor comfortably.

Ability to identify the right customer stakeholders, build connections quickly to drive consensus for deals, and work cooperatively with a wide range of internal stakeholders for deal success.

Hunter mentality with a relentless drive to achieve results; independent and self-directed and takes the initiative with minimal direction or supervision; Demonstrated ability to lead and manage multiple opportunities concurrently.

Previous experience selling to Fortune 500 companies a plus.

Network of contacts in manufacturing-related organizations and target companies.

BS / BA in Marketing, Business, Engineering / Computer Science, or equivalent combination of education and experience.

Ability to travel 50% - 75%

Benefits

What we offer

We are committed to offering the best to our employees. We offer a comprehensive benefits package that includes :

Competitive salary

Yearly Performance Bonuses

Referral Bonuses

Comprehensive Medical / Dental / Vision Plans

Company Paid LTD / STD

Company Paid Life Insurance

HSA / FSA

Unlimited Vacation

40 hours of sick time per year

Paid Holidays (10 per year)

WFH Equipment Stipend

Internet / WIFI stipend

401K - company match

Educational Assistance Program

Wellness Program

Non-Discrimination Disclaimer :

iBase-t is committed to providing equal employment opportunities to all qualified applicants and employees. We do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, or any other legally protected status. Our hiring decisions are based solely on qualifications, merit, and business needs.

Visa Sponsorship Disclaimer :

At this time, iBase-t does not sponsor visas for employment. Applicants must have valid work authorization to be considered for employment.

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