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iBase-t · 2 months ago

Copy of Enterprise Account Executive

United States

Full-time

Hybrid

Senior Level, Lead/Staff

8+ years exp

iBase-t is a company focused on expanding its license and services pipeline. They are seeking an Enterprise Account Executive to manage customer relationships and drive revenue growth through effective sales strategies and account management.

ManufacturingSoftware

No H1B

Responsibilities

Achieve/exceed quota targets

Develops effective and specific account plans to ensure revenue target delivery and sustainable growth

Develop relationships with new and existing customers and leverage them to drive strategy through the organization

Establishes strong relationships based on knowledge of customer requirements and commitment to value

Builds a foundation on which to harvest future business opportunities and accurate account information and coaching

Manage the sales cycle, performing lead qualification, arranging and providing demonstrations, quoting, and closing

Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to iBase-t solutions

Develop and deliver a comprehensive business plan to address customers’ and prospects’ priorities and pain points

Utilize VE, benchmarking, and ROI data to support the customer's decision process

Coach customer stakeholders and build consensus for iBase-t solutions within their organization

Independently and collaboratively strategize for solving deal-level challenges

Collaborate closely with the iBase-t sales team and colleagues

Increase iBase-t sales volume and deal size

Work closely with internal implementation and development teams to develop an implementation approach and quote and assure smooth delivery and customer satisfaction

Report account activity, opportunity status, and other details

Orchestrate the iBase-t executive engagement (such as QBR’s) with the customer to meet the defined account strategy and objectives of iBase-t and customer executive management

Qualification

SaaS salesEnterprise software salesManufacturing processesCustomer relationship managementAccount planningPresentation skillsNegotiation skillsProblem-solving

Required

Eight plus years of demonstrated success selling complex software solutions (SaaS strongly preferred)

Prior sales responsibility for a minimum of $1 million in revenue and/or ARR; with a consistent, proven track record of meeting/exceeding quota

A passion for manufacturing and a sound understanding of manufacturing processes and functions

Ability to systematically solve problems and hypothesize possible customer point points, expectations, and implicit needs

Ability to tailor communication to the customer's needs with authority; effectively deliver presentations to all levels of the organization; and strong oral/written communication skills

Demonstrated experience using rational and emotional drivers that would appeal to customers to drive negotiation conversations in your favor comfortably

Ability to identify the right customer stakeholders, build connections quickly to drive consensus for deals, and work cooperatively with a wide range of internal stakeholders for deal success

Hunter mentality with a relentless drive to achieve results; independent and self-directed and takes the initiative with minimal direction or supervision; Demonstrated ability to lead and manage multiple opportunities concurrently

BS/BA in Marketing, Business, Engineering/Computer Science, or equivalent combination of education and experience

Ability to travel 50% - 75%

Preferred

Experience selling Enterprise software applications, including ERP, MES, Supply Chain, or PLM solutions into complex discrete manufacturers, considered a plus

Previous experience selling to Fortune 500 companies a plus

Network of contacts in manufacturing-related organizations and target companies