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INSPYR Solutions · 1 month ago

Senior Account Executive - Sustainable Infrastructure

Glendale, WI

Full-time

Hybrid

Mid, Senior Level

$120K/yr - $150K/yr

5+ years exp

INSPYR Solutions is a national expert in delivering flexible technology and talent solutions. They are seeking a Senior Account Executive to sell complex bundled offerings to high potential customers at the C-level, focusing on building long-term relationships and managing sales processes to achieve revenue goals.

Information TechnologyProfessional ServicesStaffing Agency

Responsibilities

Sells, with minimal supervision, my client’s offerings persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels

Particularly focusing on selling performance contracting while ensuring that we achieve maximize share of customers business. Focuses on demonstrating value at the executive level by providing solutions to business and financial challenges as well as working through gateways to achieve joint planning status

Sells, renews and expands service agreements, including multi-year agreements, to both new and existing customer while positioning EaaS offerings

Builds partnering relationships with the economic buyer, owner, or owner representatives responsible for the decision-making process to drive the solution sales of offerings

Manages ongoing sales process, develops relationships, responds to and anticipates customer needs. Actively listens, probes, and identifies concerns. Understands the customer's business and speaks their language. Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment

Seeks out, targets and initiates contact with prospective customers. Develops network of contacts. Understands and leverages sales process checkpoints as well as demonstrates evidence of gaining small trial closes and commitments. Qualifies and assesses potential customers. Refers leads to other business segments

Addresses customer's financial, business, operational and environmental objectives, needs and requirements. Recommends solutions that match the customer's business and financial challenges. Differentiates my clients services and products from competitors based on business benefits and knowledge of competitor's business strategies

Maximizes assigned Project Development Engineering resources effectively and efficiently. Ensures the customer and my client receive maximum value from dedicated and assigned resources. Engages appropriate sales support resources determined by my clients sales and business process, including COE (construction management services), energy and operational engineering and technical support, financial and legal resources, etc

Effectively writes, presents, and communicates proposals. Secures major opportunities through the use of financial agreements. Negotiates value, addresses resistance when demonstrated, and closes the sale

Utilizes applicable sales tools effectively (Salesforce, Account Management, Account Plan and Altify) to plan and document progress as well as increase business opportunity in accounts. Leverages my clients sales process to gain progressive commitments from the customer

Manages the sales process steps of the pipeline with a focus on completing the Opportunity Action plan and meeting the milestones in the customer's buying process

Leads the sales team by building and fostering team relationships to ensure customer satisfaction. Solicits support from and communicates effectively with internal staff. Develops relationship within my client’s branch systems and service sales organization to exceed customers' expectations. Owns and facilitates the customer relationship particularly when selling Performance Contracting initiatives

Acts as the customer's advocate in interactions within my client’s organization to ensure the customer obtains the best value from the MY CLIENT offerings. Sets appropriate customer expectations within my client’s product and service offerings. Participates in final project inspection. Ensures that the customer is trained and oriented to system operation or the value of services delivered

Assists in the development of the Midsouth team sales and marketing plans and strategies. Aides in the implementation of these strategies and action plans. Targets new customers based on vertical market strategies. Comfortable using generative AI tools in research and positioning of value proposition

Keeps management informed of progress and account status. Knows when to call for assistance from upper management to keep the sales process moving

Attends and presents at vertical market specific trade show. Participates in professional organizations