Sr. Account Executive
Job Purpose
The Sr. Account Executive (SAE) is responsible for sourcing, maintaining, and growing Vivid Learning Systems revenues and market share in a defined vertical market segment or segments through the sale and renewal of on-line products and services on a contractual basis. He/She is tasked with identifying the vertical market opportunities, creating a sales plan for penetrating the vertical market, implementing the plan, and ultimately achieving a designated sales quota objective. He/She will maintain a specific set of key accounts consisting of existing customers that they must renew and cross sell, and target accounts for new business development. The SAE also serves as mentor to other Account Executives on the team and will work closely with the Customer Support team to serve and grow the assigned vertical markets. Each SAE is assigned an annual quota, which is to be achieved as part of their annual performance agreement with Vivid Learning Systems.
Scope of Job
Through a defined sales process the SAE will identify, secure and maintain revenue streams from new and existing clients. The job requirements entail outbound calling, prospecting, and daily sales presentations which will include web based or customer site demos. It will also include vertical market specific trade show planning, attendance and lead follow up. Position requires approximately 25% travel.
This role’s success is heavily measured by the achievement of consistent sales activities (prospecting calls, demonstrations & proposals), driving enough new business and renewal activity to achieve the targeted revenue quota for a 12-month period. This position is completely responsible for growing online revenues and bringing in new business to the assigned vertical markets.
Working Environment:
Professional environment requires cooperative attitude and ability to work as part of a team. Incumbent must have good communication and interpersonal skills, be detail-oriented, and adaptable.
Salary and Total Compensation
- Competitive base salary
- Revenue based commission plan
- Total Compensation = Base Salary + Commissions
- Company Benefits available for full time employees. Includes Medical, Dental, Vision, Life/LTD/AD&D, 401k Plan with a Company match, health club memberships, Flexible Spending Accounts, paid Holidays
- Paid time off
Responsibilities/Duties:
- Identifying vertical market revenue opportunities through continuous prospecting activities
- Creating a Sales Plan for achieving assigned revenue targets
- Achieving assigned sales targets within the monthly and annual time-frame
- Renewing, maintaining and growing the current base revenue stream
- Mentoring other members of the sales team to achieve the overall team revenue goal
- Driving a solution based approach
- Developing and maintaining within CRM software an account profile on every account
- Documenting all activities and new business forecast within CRM software
- Proposal writing, financial justifications, closing the sale, and account maintenance
- Internal teamwork with peers, reports, partner groups, resellers to achieve complete customer satisfaction
Education and /or Experience:
- Minimum of 3 years prior enterprise sales experience, preferably in the eLearning, training, or technology industry, and experience selling to middle and senior level managers in a consultative sales environment
- Strong time management skills and experience in managing a large market segment
- Demonstrate a proven track record of brand management, sales management, successful prospecting skills, finding competitive situations and successfully converting customers to their solution
- Ability to develop detailed customer profiles and full knowledge of an account is the key to success in this position
- A successful history of achieving results in a monthly oriented compensation plan is required
- Comfortable interacting with and prospecting at a senior management level
- Creative thinker
- Excellent presentation skills (Oral and written)
- Goal and results driven
- Ability to work in a team environment
- Always follows through and completes tasks on time
- Must have an understanding of the different steps involved in a sales cycle and must know how to leverage each stage in the sales cycle to advance the sale
- Formal understanding of Solution/Consultative Selling
- Strong customer relationship building skills
- Strong cold calling and prospecting skills