Sales Executive

What you'll be doing

• Listening and communicating openly, honestly and respectfully with different internal and external audiences, promoting dialogue and building consensus
• Communicating complex issues in a clear and credible manner
• Handling difficult on-the-spot questions (e.g., from senior executives, public officials, interest groups and the media)
• Securing support for ideas or initiatives through executive-level communication
• Establishing, sustaining and fostering professional contacts to build, enhance and connect networks for work purposes
• Expanding the company’s network to meet strategic goals
• Creating opportunities to initiate new connections (including partnerships) that will facilitate the achievement of strategic goals
• Evaluating current network for effectiveness, sufficiency/inclusivity and relevance to achieving company’s strategic objectives
• Leveraging contacts to expand each other’s networks
• Identifying and developing business opportunities across the United States
• Managing individual sales funnel and individual sales targets
• Providing service excellence to internal and/or external clients
• Looking for ways to add value beyond clients', prospects’ immediate requests
• Addressing the unidentified, underlying and long-term client needs
• Enhancing client service delivery systems and processes
• Anticipating clients’ and prospects’ upcoming needs and concerns
• Seeking to resolve different perspectives or matters of dispute by discovering shared interests and finding mutually acceptable solutions
• Identifying opportunities in complex, challenging situations while maintaining a broad perspective
• Adjusting strategies in negotiations, recognizing when to compromise and when to seek a fresh perspective
• Managing own emotions when dealing with irrational counter-parties or challenging relationships, taking a constructive approach that focuses on solutions
• Reaching mutually acceptable solutions in complex, formal negotiations (e.g. negotiates highly complex, multi-year contracts; negotiates/mediates in situations where the positions of the parties are ambiguous or keep shifting)
• Using a wide range of negotiation strategies and tactics as the situation unfolds
• Discovering and attending online and in-person events for prospecting and strengthening client relationships
• Understanding software development lifecycle platforms, products and services and how they integrate with and improve client environments
• Matching product knowledge to the implicit needs of the client or prospect
• Describing how company’s platform can create a competitive advantage for the client’s or prospect’s business
• Using knowledge of alternative platforms/products/services to enable upselling
• Delivering demos to clients and prospects on a continual basis in order to ensure features are meeting client, prospect and market requirements

What we're looking for

• Proven sales success within a consultative B2B sales environment with a focus on winning net new Enterprise clients, including influencing, cross selling opportunities and negotiating with C-suite executives
• Proven track record of achieving sales targets
• Has a highly developed skills around solution selling and experience of working in a pre-sales environment, as part of larger teams
• A strong relationship builder who establishes rapport with people easily and has strong communication skills with the ability to present effectively
• Has the ability to understand a client’s or prospect's challenges and is able to work with internal stakeholders to create a solution that meets their needs
• Proven ability to articulate the distinct aspects of platforms, products and services and position them against alternatives
• Experience in managing a level of strategic planning and autonomy with a globally distributed business team
• Understanding of the specific needs within a sales process, around forecasting and opportunity progression with the ability to own, manage, orchestrate and execute strategic account plans for assigned Enterprise accounts
• Experience managing complex SaaS and Services sales cycles from start to finish
• Experience within a fast-paced, fast-growth tech start-up environment (A bonus!)
• Have an understanding of the platform and services the company provides, the opportunities it has to grow its business and of the industry it operates in (A bonus!)