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SalaryJob Summary
OnSolve is a market leading Critical Communications and Risk Intelligence software platform serving nearly 30,000 customers around the world. OnSolve is looking for an enthusiastic and experienced sales professional who wants to work in a fun, competitive, and consultative sales environment. We are seeking an experienced sales professional with a proven track record in medium sized, to enterprise sized, Commercial SaaS sales.
As an Account Executive on the Commercial business team, you will be responsible for generating and pre-qualifying new business sales opportunities, securing new business meetings and closing business with organizations of 3,000 or more employees.
This role is responsible for securing profitable new business through relationships with multiple contacts, that sometimes include senior leadership and C-level executives within the organization. The Strategic EnterpriseAccount Executive will manage all aspects of new business accounts within their pipeline, including but not limited to opportunity identification, pre-sales planning, negotiation, and deal execution.
Responsibilities
- Conduct initial sales meetings with key decision makers to identify pain points and key business outcomes.
- Source and develop your own sales opportunities with a goal of 5X your annual quota.
- Meet or exceed individual performance objectives such as discovery meetings, product demonstrations and proposal meetings which are tracked on a weekly and monthly basis.
- Responsible for qualifying opportunities utilizing a consultative selling approach and MEDDPICC discipline.
- Work directly with key prospect stakeholders in understanding their desired business outcomes, technical requirements, and desired implementation schedule.
- Utilize technical expertise, consultative selling skills, and strong relationships to successfully engage target accounts.
- Conduct the research required to understand prospect’s business, technology and product requirements and develop a compelling value proposition.
- Create and maintain a robust sales pipeline and provide detailed information with timely and accurate opportunity status, deal stage and next steps.
- Support management with accurate forecasting, proper and timely deal updates in the CRM, and manage a complete sales process from discovery to close.
- Assume the lead role in the preparation and delivery of customer presentations, proposals, and product demonstrations.
- Maintain an in-depth knowledge of complete line of products/services and customer use cases.
- Regularly maintain detailed prospect contact information, notes, activities and all pertinent information in Salesforce.com.
- Other duties as assigned.
Qualifications
- Undergraduate degree in business, marketing, communication, or related discipline preferred.
- 5+ years' sales with SaaS experience.
- Proven understanding of consultative solution selling and new business prospecting experience.
- Working knowledge of MEDDPICC opportunity qualification methodology preferred.
- Understanding of B2B and technology markets, how they function, the trends and influences they have on customers’ businesses.
- Self-starter, goal-oriented, able to work with a high degree of autonomy and deliver measurable results.
- Work effectively with other members of the sales departments, management, and marketing teams.
- Proficiency with sales automation systems such as Salesforce.com, ZoomInfo and SalesLoft.
- Excellent time management, organizational skills, attention to detail, and communication skills.
- Proven ability to close opportunities and has verifiable performance history meeting or exceeding quota.
- Strong lead networking/prospecting experience.
Travel
- Up to 25% for prospect meetings, attendance at tradeshows and conferences, and key internal meetings.
The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
