Overview

 

Senior Account Executive sells and markets the company’s webcasting and virtual meeting solutions to prospective new clients. They identify and prospect sales opportunities within assigned target accounts and sell into identified prospects using consultativechallengersolution selling methodologies.  The Senior Account Executive qualifies, builds, manages, and closes sales opportunities in a pipeline from personal leads, incoming leads, and leads generated by researching the territory. 

 

Responsibilities:

 

Acquire new business through hunting activities – 

  • Generate prospective customers for new business sales (may include Fortune 1000 privately held customers 
  • Engage early and often to understand buying cycles, RFP’s, and contract cycles 
  • Employ global account mapping and planning to track all opportunities within a target account. Employ strategic prospecting techniques that utilize company resource tools in addition to personal contacts and social networks.   
  • Identify key opportunities, influencers, and decision makers across business functions (Sales, HR, Operations, etc.) for each prospective customer 
  • Build and maintain a sales opportunity pipeline that is both deep (opportunities of all sizes) and wide (opportunities closing today, in 30 days, in 60 days, etc.) 
  • Schedule and attend both face-to-face and virtual meetings with prospective customers 
  • Qualify customers’ requirements 
  • Match company solutions to customer requirements and deliver proposals for new business 
  • Advance opportunities through the pipeline by managing customers’ expectations and helping them buy our software and services 
  • Negotiate terms and conditions (subject to guidelines) and execute contracts 

 

Manage prospective and current customer relationships – 

  • Seek information to answer customer questions from various resources (company intranet, written documents, other staff members, etc.) 
  • Follow-up each call, conference, or meeting with proposed actions designed to either advance or conclude that sales opportunity 

 

Understand product line available to global clients and be able to demonstrate benefits and uses of each – 

  • Actively seek opportunities to demonstrate company products and services to prospective customers 
  • Tailor demonstration to meet identified potential customer’s requirements 
  • Obtain information about potential customers and incorporate it into demonstrations. 
  • Perform demonstrations by running potential customer applications on the services 
  • Answer potential customer questions or engage support resources when needed and probe for additional needs and requirements 

 

Lead the response to RFI, RFP, and other customer generated proposal requests – 

  • Consult with the proposal development team,  sales management, other Account Executives, and Marketing, as required, to develop a strategy for meeting prospective customers’ requirements 
  • Enter information into proposal for pricing of various services 
  • Write sales proposal and response for all RFP’s generated  in the assigned account base 

 

Sales administration and personal development – 

  • Enter activity and information learned into CRM system (such as Salesforce.com) on a daily  basis 
  • Complete required reporting and other team activities 
  • Participate in and complete all sequenced company training, whether delivered via on-demand tools or in a face-to-face meeting 
  • Seek out external educational sessions on a regular basis to keep abreast of current offerings 
  • Participate in team meetings and attend management meetings as required 
  • Demonstrate professionalism and leadership in all interactions with the account team 
  • Exceed sales goals and MBO’s set by management 

 

Education/Experience:

 

Minimum:  

  • Bachelor’s degree 
  • 4 years of sales experience in Webcasting, virtual events, or related SaaS software 

 

Preferred:  

  • 6+ years of sales experience in webcasting, virtual events or related SaaS software. 

 

 

 

U.S. Candidates –  Premiere Global Services, Inc. dba Premiere Global Services (PGi), and American Teleconferencing Services, Ltd. (ATS) dba Premiere Global Services (PGi) are equal opportunity employers. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, age, status as a protected veteran, among other things, or status as a qualified individual with disability.

 

EOE M/F/D/V – Drug-free Workplace

 

U.S. Candidates – PGi and ATS participate in the federal E-Verify program. To learn more about E-Verify, please visit: http://www.uscis.gov

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