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NWN · 1 day ago

Territory Account Executive - Mid-Atlantic

US-

Full-time

Hybrid

Entry, Mid Level

2+ years exp

NWN is the leading AI-powered technology solutions provider for North America's most innovative public and private organizations. The Territory Account Executive role focuses on generating new customer relationships and maintaining existing ones through the sale of NWN Carousel’s offerings within a specific geography or vertical market.

ConsultingSoftware

Responsibilities

Services existing clients in territory and generate new customer relationships through the sale of NWN Carousel’s key offerings within a specific geography or vertical market

Meet or exceed the assigned annual quota (typically between $500K - $1M)

Participate in business development/demand generation activities to support customer growth

Follow NWN Carousel’s core selling models and tools, consistently use techniques and processes learned in our Force Management training and follow the MEDDICC methodologies for field sales

Research accounts/prospects to gain an understanding of the business/organization function, their target customers/markets, how they transact business, key decision makers, existing VAR relationships, key financial metrics, and the information technology budget

Represent NWN Carousel in a professional and highly ethical manner at all times

Develop relationships with focus manufacturer representatives covering the assigned territory or vertical

Develop relationships with multiple decision makers within accounts, especially at the C level Suites

Gain an understanding of the information technology strategy of assigned accounts, key projects for the current and upcoming years

Consistently and effectively, communicate NWN Carousel’s value proposition to key stakeholders within assigned accounts

Introduce NWN Carousel content experts (Solution Architects, Offering Leaders, Offering Technical Leads and Executives) to key stakeholders within your assigned accounts. Practice the concept of "none of us is as smart as all of us."

Understand and stay current with partner registration programs and incentives

Utilize the company’s CRM tool and prospecting tools as directed by sales management

Maintain consistent contact with all assigned accounts

Build a personal brand within the territory

Ability to grow business from a standing start

Cold calling into the assigned territory/market to find new customers and projects

Work with internal and external resources to develop and sell new our solutions

Work with pre-sales to develop proposals and statements of work to sell NWN Carousel solutions

Forecast business regularly and accurately and regular using the company CRM tool

Regular meetings with Offerings teams and assigned customers to promote NWN Carousel solutions and services

Attend and facilitate marketing events that are relevant to NWN Carousel sales team

Attend company-facilitated trainings and business meetings

Other responsibilities as assigned

Qualification

Solution sellingSalesForceMEDDICC methodologyOutside sales experienceTechnology solutions knowledgeListening skillsCommunication skillsNegotiation skillsCollaboration skillsAdaptability

Required

2+ years of solution based selling - products and / or services

Outside sales experience with direct end-user accounts

2+ years proven success in selling technology or related projects in a territory based assignment

Understanding of key technology solutions

Working knowledge and/or the ability to quickly assimilate and reliably use NWN Carousel's core selling models and tools, specifically SalesForce platforms, MEDDICC selling methodology and fundamental skills learned in our Force Management sales process training

Demonstratable experience in a 'Sales Hunter' role where attaining quota or growth targets is highly dependent on gaining new business

Bachelor's degree or equivalent and relevant work experience is required

Understanding of key technology offerings

Demonstrated resiliency and personal drive to succeed

Ability to learn and adapt quickly

Solid communication skills, reasoning ability and people skills

Superb listening skills

Excellent oral and written communications skills, ability to present effectively

Excellent interpersonal and collaboration skills and ability to work in a team environment

Excellent negotiation and conflict resolution skills

Understanding and use of solution selling approach

Must possess a clean driving record and have access to a personal vehicle or reliable transportation