The Account Executive identifies, qualifies and sells Esker products and services to customers and prospects across Large Enterprise organizations, while maintaining successful relationships with clients beyond the initial software sale.
Key Tasks / Duties
Visit existing customers and apply demonstrate account management skills to develop and grow existing accounts and ensure customer satisfaction
Identify opportunities in Large Accounts for SaaS solutions, DeliveryWare and Fax Server products, hardware & services
Qualifies leads and contact lists to generate opportunities with business users in current accounts.
Cold call line of business managers to develop an understanding of their documents intensive processes, business objectives and their cost saving needs.
Develop articulate and present business cases with ROI arguments to potential customers
Arrange appointments to visit prospects and engage in business discussions
Prepare and deliver functional demonstrations
Works in relationships with consultant or post sales to get technical data if necessary, or with other department to resolve customer questions and problems.
Develop and present solution proposals
Negotiate prices, terms and conditions
Negotiate agree and sign contracts of supply
Actively engage with field marketing to generate new business leads and inquiries
Works in partnership with resellers or alliances providing sales, marketing or technical support in order to win new customers
Provides post implementation follow-up with customers and resellers to ensure satisfaction with products and services.
Develop relationships with existing customers to generate incremental license and services revenues.
Maintains appropriate sales records and prepares sales reports and forecast as required (with the help of a CRM tool).
Educational Requirements
Business School Degree Preferred
Ability to prospect and close deals
Experience selling software applications to net new accounts
High level of English (C1)
Essential Experience
Requires 5+ years experience in software sales in a direct account ownership role
Experience working full cycle complex sales and presenting to multiple levels inside of clients.
Demonstrated history of achieving sales quota of software & SaaS revenue.
Competencies
Sold Solutions to line of business managers (e.g. finance, purchasing, sales administration, etc.)
Directly able to interact with customers and prospects to position the value of Esker's Solutions and Service
Understand business management of customers
Strong Prospecting and New Business Skills (high energy, persistent, well organized,)
Open to counseling, disciplined, open minded, flexible and pragmatic
Strong communication and presentation skills
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