Scalence L.L.C. · 1 month ago
Senior Account Executive - Sustainable Infrastructure
TN
Full-time
Hybrid
Mid, Senior Level
$101K/yr - $150K/yr
5+ years expScalence L.L.C. is a company focused on providing sustainable infrastructure solutions. The Senior Account Executive will be responsible for selling complex bundled offerings to C-level customers, managing long-term relationships, and ensuring customer satisfaction while driving sales growth in the MidSouth market.
Information Technology & Services
Responsibilities
Sells, with minimal supervision, the company’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 maximum 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 customers while positioning EaaS offerings
Builds partnering relationships with the economic buyer, owner, or owner representatives responsible for the decision-making process to drive solution sales
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 and demonstrates evidence of gaining small trial closes and commitments
Qualifies and assesses potential customers. Refers leads to other business segments
Addresses customers' financial, business, operational, and environmental objectives, needs, and requirements. Recommends solutions that match the customer’s business and financial challenges
Differentiates services and products from competitors based on business benefits and knowledge of competitor strategies
Maximizes assigned Project Development Engineering resources effectively and efficiently
Engages appropriate sales support resources determined by the sales and business process, including construction management services, energy and operational engineering, technical support, financial, and legal resources
Effectively writes, presents, and communicates proposals. Secures major opportunities through the use of financial agreements. Negotiates value, addresses resistance, 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
Manages the sales process steps of the pipeline with a focus on completing the Opportunity Action Plan and meeting 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 relationships with 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 with the organization to ensure the customer obtains the best value from offerings
Sets appropriate customer expectations on product and service offerings
Participates in final project inspection and 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
Aids 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 shows
Participates in professional organizations
Qualification
Required
Bachelor's degree in business, engineering, or related discipline required
A minimum of five to seven years of progressive field sales experience at the C-level
Excellent initiative and interpersonal communication skills
Ability to lead development teams on specific opportunities in a matrix organization
Commitment to achieving sales results
Demonstrated ability to influence the market at key levels
Ability to travel 50%
Preferred
MBA preferred
Benefits
Competitive Sales Incentive Plan
Competitive benefits package
Company
Scalence L.L.C.
In today’s dynamic and competitive market, success hinges on mastering three key areas: Data Intelligence, Business Resilience, and Digital Experience.
501-1000 employees
Funding
Current Stage
Late StageCompany data provided by crunchbase