The Account Executive is responsible for developing and maintaining relationships with new and existing customers or partners with the objective of consistently meeting or exceeding assigned sales goal.
Responsibilities
Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities in sales region or account territory.
Demonstrate ability to progress opportunities through defined sales stages and represent sales methodologies in the forecast management practice.
Develop and communicate accurate sales forecasting and showcase a consistent understanding of the client's buying process.
Proactively initiate contact with prospective clients, customers and the field AEs on a regular basis to develop, maintain and expand business relationships. Operate as a trusted advisor of the vertical practice to enable rapport with stakeholder affiliates and to recommend best practice solutions for complex business challenges.
Research and identify target customers, execute understanding of their technical and business needs while translating applicable Nuxeo platform solution recommendations.
Partner with the cross functional support teams to develop the value narratives and persona-based messaging, software demonstration activities and the pertinent steps to vendor award.
Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls
Develop a comprehensive understanding of best practices and sub-industry market trends for the Nuxeo platform. Proactively pursue opportunities for company expansion and cross-sell / upsell extension
Determine the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
Develop and maintain strategic internal working relationships to enhance sales execution
Participate in marketing activities and company events to evangelize the Hyland solutions.
Share extensive experience and best practice knowledge; contribute to the overall growth and quality of the Hyland culture.
Basic Qualifications
Background in Enterprise Sales with familiarity of Content Services & Digital Asset Management technologies.
Experience navigating complex organization and operational structures
Strong business acumen and relevant commercial industry knowledge
Proficient understanding of cloud technology principles and experience in selling Platform as a Service offerings
Proficient in opportunity management and account planning tools
Proven year-over-year sales generation success
Strong ability to establish rapport and instill confidence in others.
Excellent oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact
Highly organized and comfortable with multi-tasking expectations
Self-motivated with entrepreneurial tendencies.
Excellent collaboration skills, applied successfully within team as well as with other cross-functional support areas
Excel at gaining consensus across multiple departments and leadership levels
