Job Description:
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Territory: South Central United States
Work from dedicated home office or office location.
JOB SUMMARY
The Enterprise Securities Senior Account Executive for the Financial Services group is responsible for new sales and retention business through the sales of securities products and other enterprise solutions that meet or exceed sales objectives. Customers include a variety of organizations operating in the securities marketplace (e.g., brokers, investors, hedge funds, broker/dealers). Senior Account Executive is required to have strong enterprise selling skills with the ability to lead and manage 9 to 12 month sales cycles that involve multiple touch points within an enterprise. Additional activities include learning and staying informed on the complex and comprehensive product lines; establishing, updating and managing target account lists and sales pipeline information for approximately 150 accounts; following a comprehensive sales process (including cold calling, customer need diagnosis, and presentations with a variable sales cycle depending on product line) to develop new and expand existing accounts; managing time and resources effectively; understanding and communicating customer needs to inform product improvements and product extensions.
ESSENTIAL DUTIES AND RESPONSIBILITIES
*Learns full line of securities and other enterprise solution products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients by attending and engaging fully in product training; studying information provided by product management and marketing in timely manner until mastered; researching and learning how the products fit into customers' processes and contribute to their business performance; reviewing competitor information to be able to compare and contrast them with our products; and developing awareness and basic knowledge of other products within separate divisions that may contribute to selling success.
*Manages target account list that supports a healthy sales pipeline by incorporating customers/prospects contained in various databases (e.g., customer/order management, marketing lists, outside list services such as ABI); adding prospective customers within the geographic territory identified through research, business activities and referrals; organizing customers by segment and opportunity (e.g., size, type of firm, products that may be sold within the sales channel); researching contact information for key decision-makers and influencers; ensuring target list does not infringe on territory boundaries or accounts managed through other channels (e.g., named national or strategic accounts, accounts managed through other divisions); developing and maintaining sales plans at account and territory level; and maintaining information within the CRM system in accordance with timing and content standards.
* Drives new account/customer development to meet quarterly and annual sales goals by planning for and conducting prospecting/introductory calls with sufficient volume to establish full calendar of in-person meetings; meeting with clients to discuss, document and fully understand their problems, needs and goals, and introduce our products; effectively articulating the value of our products and addressing objections, including assisting clients in deployment and their early use to ensure an optimal experience and customer satisfaction; guiding customers through the purchasing process; negotiating pricing, including gaining approval from sales manager for arrangements that fall outside approved terms; actively securing the formal order; following standard protocol for initiating order processing/delivery; and updating CRM database throughout the client development process in accordance with timing and content standards.
* Maintains and grows existing customer business to meet weekly, monthly and annual sales goals by contacting or meeting with existing clients in sufficient volume and with appropriate regularity to stay informed of their business needs and the value provided by existing solutions; identifying new business units within the client organization for which we can provide products and services; seeking introductions to other customer staff; expanding usage or selling modified or upgraded solutions to meet current or future client needs; and updating CRM database in accordance with timing and content standards.
* Improves market share within the territory by identifying organizations using competitive products; articulating upside to customer for utilizing and/or switching to our products; managing the transition to our products to meet expectations and form the foundation for a long-term customer relationship; and staying connected with existing clients to ensure competitors are unlikely to move customers to their products.
*Represents the 'voice of the customer' to marketing and editorial teams by capturing regularly occurring or leading-edge customer requests that are garnered through the sale process; consolidating requests and sharing information with Editorial and Marketing staff to contribute to product and marketing strategy and execution; prospecting editorial opportunities for new products; working with Marketing to design, launch and manage sales events, contests and other special promotions; tracking prospect list quality; and securing and disseminating accurate competitive product information to sales reps so they can respond appropriately to questions and emphasize the product benefits.
* Manages time and resources effectively to accomplish sales goals by planning for and scheduling all required sales activity in proper ratios (e.g., cold calls to in-person meetings); grouping activities logically (e.g., in-person meeting in the same locale on the same or consecutive days); conducting non-selling activities (expense reports, order processing, updating CRM, e-mail) outside prime selling time (i.e., before/after standard business hours, weekends); staying organized and ensuring laptop, wireless connectivity and other infrastructure elements of the sales process are operating properly at all times; incorporating knowledge of industry trends/cycles on results; considering and incorporating customer constraints that can slow sales cycles into planning; and coordinating any activity or resources (e.g., marketing, product management, engineering, finance, executive) required.
* Represents company within the industry and territory by developing and maintaining comprehensive knowledge of our products and industry trends through various sources and initiative; participating in organizations and clubs, attending and working at trade shows and conferences; preparing grammatically correct and articulate written communication (for example, e-mail correspondence and proposals); developing professional and positive relationships with customers and colleagues; and maintaining a reputation of competence, integrity and professionalism.
*OTHER DUTIES
*Develops and maintains accurate sales forecasting and conducts forecast reviews with sales management team.
* Collaborates with colleagues to exchange information such as selling strategies and marketing information.
* Works with Regional Sales Manager to address territory/account conflicts in a professional manner.
* Performs other duties as requested by sales management team or member of the executive team.
Requirements
JOB REQUIREMENTS AND QUALIFICATIONS
Education
Minimum: Bachelor's Degree in marketing, business, or related field; OR, if no degree, 11 years B2B sales experience in the securities and/or insurance marketplace.
Experience, Knowledge and Tools
Non-Compete: Must be able to sell into all clients within the territory without restrictions or challenges from enforceable non-compete agreements held by the employee and prior employers within 30 days of employment.
Minimum Experience:
7 years of B2B software or technology sales and account management experience in securities and/or insurance marketplace, including:
* Developing and qualifying prospect lists.
* Making in-person presentations to prospective clients to explain the business products and services and their alignment with the client's needs.
* Selling a complex product/service requiring in-depth knowledge of the client's business and the products functionality.
* Consistent achievement of sales quotas while carrying a minimum $1 million quota.
* Consistent earnings of $150-200K in past account executive roles.
* Managing sales cycle from business champion to the CEO/CFO level.
* Demonstrated ownership of all aspects of territory management.
* Sales methodology training.
Preferred Experience (includes minimum):
10+ years of B2B software or technology sales and account management experience in securities and/or insurance marketplace, including:
Minimum Knowledge:
* Sales process and activities.
* Familiarity with using the Internet to find information.
* Sales forecasting.
* English language.
Tools:
* Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
* Tools and process enabling remote connection to internal systems.
*Sales management software, Salesforce.com or Siebel in particular.
Skills & Abilities
TRAVEL REQUIREMENTS
*Local and national travel 50% of work time.
*In field 3-4 days per week with number of overnight stays depending on territory.
*Occasional travel to corporate offices or other locations for meetings.
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