The Field Account Executive is responsible for achieving sales and revenue goals for industry verticals and market segments within their assigned territory by developing and acquiring named enterprise and mid-market clients. Self-generation of new leads; generating, actioning and closing warm leads through direct communication with named prospects. The incumbent will have an understanding specific corporate objectives/philosophy/business driver and execute a business plan to deliver solutions.
Responsibilities and Duties
Must have a proven track record of developing a territory by prospecting, not relying on inbound leads.
Knowledge of competitive trends in the marketplace in relation to company product offerings.
Must be able to identify and contact decision makers through cold calls, research and networking with existing and new clients or other representatives in your targeted industry.
Demonstrate commanding knowledge of target customers, existing competitors in the marketplace and industry trends that may impact a buying decision.
Proven planning skills with the ability to “think outside the box” and see the “big picture” impact of decisions/actions.
Able to accurately forecast anticipated monthly and quarterly revenue.
Team player with solid interpersonal skills combined with a winning customer focused attitude; works interdependently to achieve higher common goals; supports the common goals regardless of personal performance factors and differences.
With the tools provided, build an engagement plan and sales call strategy growing new lines of business through face-to-face and telephone interactions with prospects.
Retain knowledge of products and services to effectively sell the full portfolio of offerings and accurately communicate our value proposition and strategies.
Responsible and accountable for achieving individual specific monthly, quarterly and annual MRC revenue targets.
Facilitates all aspects of the sales engagement process, acting as primary contact to prospects and customers, inclusive of pre-sales, active sales, negotiation, close and handoff for implementation.
Lead the negotiation on commercial and legal discussions.
This position may require 25-50% travel.
Collaboratively work with the Lead Development team and Marketing organization in developing a territory engagement plan to maximize opportunities and generate sales activity.
Immersion and accuracy with the Salesforce CRM associated with tracking of all activities inclusive of, calls, emails, leads, opportunities, accounts and forecasting.
What you can offer
University degree or equivalent relevant working experience.
Minimum of 10 years sales experience incorporating value/service selling.
Bilingual French/English required.
Experience in strategic solution selling at the Executive level in a technology-related industry, colocation, cloud hyperscale, private cloud and IT Managed Services.
Experience in effectively coordinating and planning multiple projects, executing multiple tasks simultaneously and efficiently, while working with conflicting priorities in a fast-paced environment.
Experience using Salesforce, a strong asset