Account Executive, Middle Markets TOA Technologies
This is an opportunity to join drive the sales of a new product line within an established business. We are currently seeking an Account Executive, Middle Markets, to perform solution-based software sales to organizations under $500 million, defined as Middle Market. This person and will be charged with identifying leads, qualifying opportunities and managing to completion opportinitties in the Middle Market space. Must have the entrepreneurial initiative and relationship-building skills to create partnerships with C-level and key decision makers, and manage the sales process through to contract signature.
Responsible for penetrating large territories and selling to Middle Markets, defined as $500 Million and below opportunities.
Must have the ability to work within a multi-disciplinary team of sales, professional services, legal, and finance to close a sale that meets both the financial needs of the customer and those of TOA.
Travel as needed, at least 30%.
Performing duties related to the full cycle sales strategy, from qualifying to close.
Prospecting, cold calling, strategic selling, relationship-building, articulating TOA?s value proposition and solution at multiple levels of an organization.
Responsible to be both a ?hands-on? direct selling to Middle Markets.
Writing, pricing, sales negotiation, contract development and closing.
Creating and executing a communications plan to sales team, client and TOA executives.
Leading the sales process to drive the success of TOA?s Middle Market Sales team efforts, which includes developing and consistently executing comprehensive sales objectives, strategies and plans.
Performing competitive analysis on services and pricing and disseminating those results to other team members.
Driving thought leadership opportunities and client relationship development.
Responsible for using the company?s CRM software (SFDC) to input sales data on a weekly basis.
Bachelor?s Degree in an applicable discipline. Advanced degree is a plus.
A minimum of 5 years experience selling software solutions to Small and Medium size organizations.
A successful track record selling business solutions that are multi-year in nature.
Cloud/Saas selling is a plus.
Candidates with previous experience selling Mobile Workforce Management solutions and/or Operational or Business Support Systems (OSS/BSS) or CRM and Billing, and a ?rolodex? of key contacts in the Telecommunications (Fixed and Wireless), Utilities and other home-delivery/service industries are highly preferred.
Excellent communication and presentation skills including the ability to deliver C-level meetings.
A proven track record of high growth and consultative sales.
Experienced in using structured sales methodologies for selling to large accounts
Professional maturity to lead the way and manage skillfully through long sales cycles.
Must be a hands-on sales executive.
Ability to work within a team environment, and particularly in a matrixed company and client scenario.
Ability to independently identify, investigate and develop solutions to problems.
Ability to manage multiple projects to meet predetermined deadlines, setting direction for and ensuring the success of all client engagements.
Demonstrated proficiency in software productivity tools (word processing,
statistical, spreadsheet, presentation and database software) to meet goals of position.
Ability to function independently, with minimal supervision.
Ability to exercise good judgment in protection and dissemination of Company confidential and proprietary information.
Ability to prioritize and delegate work as needed, including to TOA team members outside the Sales/Relationship Manager team and to the client.
Ability to establish friendly, professional and cooperative relations with internal and external contacts during the course of work.
Excellent verbal and written communication skills.
Excellent presentation skills including preparation for and execution of executive meetings (strategic direction, materials development, planning, etc.).
||One Chagrin Highlands, 2000 Auburn Drive |
Beachwood, OH 44122