Account Executive - Install

Basic PurposeThis incumbent is responsible for generating revenue within a software company by closing sales. Sells products and services directly to end users primarily via face-to-face contact.  Often responsible for complex and difficult to close sales. Assists management in devising direct sales plans and strategies. Operates under minimal supervision, with wide latitude for independent judgment. Job typically requires high level of travel. Typically reports to a Software Industry Field Sales Manager or to the Software Industry Field Sales Director.  Usually requires over six to nine years of sales experience.

 

Essential Duties and Responsibilities70% Performs sales activities for an assigned geographic area or product/service line to achieve or exceed assigned revenue objectives.

* Contacts and visits prospective customers to determine needs.

* Creates and performs sales presentations to match company's products/services with identified needs.

* Sells products/services through face-to-face contact.

* Remains knowledgeable of company's products/services to facilitate sales efforts.

* Maintains sales records and prepares sales reports as required.

* Often responsible for complex and difficult to close sales.

 

20% Maintains regular contact with customers to ensure satisfaction.

* Maintains a regular schedule of contact via phone/on-site visits.

* Alerts client to new or improved products/services.

* Develops relationships with client through dinners, outings, etc.

* Relays client feedback to product development staff.

 

10% Assists management in devising direct sales plans and strategies.

* Assists management in determining effective sales techniques.

* Determines ways to differentiate from competitors.

* Works with management to identify up sell opportunities.

* Assists marketing with design and promotional strategies.



Essential Education, Skills, and EnvironmentEducation and Work ExperienceBachelor's degree or equivalent training in business or sales management.  Usually requires over six to nine years of sales experience.

 

Specialized Knowledge and Skills

·  Minimum of 3 years of ERP sales experience with one or more of the following software products: Great Plains, Solomon, Navision, or Axapta.

·  Middle market experience highly desirable

·  Proven ability to consistently meet or exceed quota

·  Demonstrated ability to build and maintain a strong sales pipeline

·  Excellent influence and negotiation skills

·  Exceptional initiative. Must be motivated and self-disciplined

·  Strong time management skills

 

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