We are actively interviewing candidates for an Account Executive opportunity.

Our client is a leading global provider of enterprise software and services that enables companies to manage and optimize their environmental, health, safety and sustainability. Their mission is to create a safer, more sustainable and productive world.

Additionally, they are a portfolio company of a leading middle-market private equity firm focused on investments in targeted segments of the software, industrial technology, financial services and healthcare industries. Our client operates like a start-up tech company, but has over $100 million in annual revenue, with more than 3,000 customers, and operate in 70+ countries.
 
Overview
The account executive is responsible for achieving assigned sales targets, with new logo accounts, within an assigned territory or vertical market segment. He or she will manage the entire sales/buying process, including demand generation, lead qualification, solution development/presentation, opportunity management, negotiations and close. The account executive will develop and demonstrate industry expertise on key business issues, regulatory issues and change, key business processes and nomenclature as well as develop and demonstrate industry domain expertise. The account executive will be responsible for driving sales opportunities in his/her industry vertical.
 
Responsibilities

• Generate new leads and opportunities at new logo accounts.

• Work to qualify/close leads sourced by marketing and/or tele-prospecting.

• Maintain a pipeline of active opportunities.

• Manage opportunities to closure.

• Strategically orchestrate resources both internal and externally throughout the sales process.   

• Develop and execute account or territory strategic plans.

• Accurately capture and report all aspects of account and opportunity information within a sales force automation (SFA) system.

• Accurately report on forecast & pipeline.

• Accountability for driving revenue growth across Sphera's business lines to include identification of revenue drivers and metrics, monthly monitoring of revenue and sales by product and market, creating visibility with all market owners on revenue trends and actions to drive revenues to plan.

 
Required Experience

• 10+ years selling Enterprise Software and Technology solutions to the Global 2000.  

• Proven experience including implementation of successful sales strategies in changing markets.

• Deep understanding of the software sales cycle and challenges, including the strategies of competitors, and leverages this knowledge to hone sales strategies.  

• Experienced in negotiating and closing major enterprise deals.

• Maintains effective interpersonal relationships with key decision-makers in potential customer organizations within respective industry vertical.

• Finds enjoyment in interaction with prospective clients.

• Listens to prospective clients’ pain points and utilizes consultative selling to address and partner on a solution.

• Has developed and implemented strategies for revenue growth that capitalize on the unique nature of specific environments, leveraging partner and other relationships creatively without being tied to a specific approach.

• Appropriately adapts and leverages products, services and operations to effectively compete in competitive markets.

• Experienced in managing strategic sales efforts and significant demonstrable success in building value and growth in vertical target markets.

• Demonstrated ability to work effectively in a team-oriented environment and ability to navigate and excel in a complex, heavily matrixed organizations. 

• Demonstrated relationship management skills are essential, including the ability to relate successfully to a variety of people externally and internally, and to form strong relationships with key decision makers.

• Proficiency with MS applications required (Excel, Word and PowerPoint).  

• Demonstrated ability to function as an entrepreneur within Sphera, and will not rely on large staffs to support their efforts.  

• A well-regarded industry reputation for consultative sales success evidenced by a broad range of executive and client relationships.  

 
Additional Requirements
Must be open to TRAVEL: 50% of the time