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Principal Account Executive Enterprise (Mid West)

Company: iCIMS
Location: Broomfield
Posted on: November 14, 2021

Job Description:

Do you have experience selling global brands? We're looking for a regionally-based, experienced sales professional to join our team as an Account Executive - New Business - Enterprise, where you'll help us achieve maximum sales profitability, growth, and account penetration within a strategically defined market segment. In this role, you'll proactively establish, develop and maintain effective business relationships with prospective customers to generate new business for our product suite. We're looking for a quarterback with a true team mentality-someone who can think on their feet and work cross-functionally to help us close complex, high-stakes deals. If you're persistent, resourceful and hungry for success, this could be your next big thing!--This position will call on accounts in the mid-west territories and will be remote.

  • Targets companies within segment that prioritize winning the war for talent and attracting the best people to their organization.
  • Drives new business and customer growth within assigned territory
  • Builds and maintains relationships with customers at all levels, including senior leadership and C-suite, to assess needs and effectively link product value, features/benefits to those needs. Works internally to align appropriate team sell-approach.
  • Follows well defined sales methodology to ensure prospects are a good fit for iCIMS' long term.
  • Understands big picture of iCIMS' product suite and how it can fit into client organization. Closes deals while setting stage for additional product sales within organization.
  • Ability to sell any of the iCIMS portfolio solutions dependent on customer's maturity and specific needs based on thorough discovery and existing technology landscape.
  • Presents and positions iCIMS' products/services to prospective customers via on site visits. Represents the iCIMS organization with professionalism and integrity.
  • Partners with iCIMS' Sales Engineers and other subject matter experts to demonstrate product and service capabilities.
  • Builds sales funnels through prospecting efforts including but not limited to client referrals, regional networking, webinars and cold calling.
  • Follows-up and actions on new leads and referrals resulting from marketing and prospecting activity.
  • Develops and maintains detailed product and marketplace understanding to help prospective customers make well informed buying decisions.
  • Plans and organizes personal sales strategy by thoroughly understanding prospective customer's business cycles and timing.
  • Prepares presentations, demonstrations, investment summaries, and sales contracts.
  • Closes deals of significant size, complexity and sales cycle length.
  • Effectively builds and maintains partnerships with clients, prospects and people at all levels across the company.
  • Contributes to team and company success.
  • Consistently targets and closes deals of significant complexity while setting stage for additional product sales within organization.
  • Effectively interfaces with multiple departments within client organization including C - Suite.
  • Mentors and motivates other members of the AE team.
  • Consistently ensures that business is conducted with integrity at all times and that behavior aligns with iCIMS' core competencies, policies and procedures.
    • Superior knowledge of the practices and principles related to sales techniques.
    • Skilled at closing deals that are more advanced in scope and size. Customers consistently have significant elements of complexity (i.e. decentralized or with multiple business units / brands, global presence).
    • Adept at transferring knowledge and passion for sales to junior staff.
    • Consistently applies strategic approach to deal crafting and relationship building.
    • Proven track record in soliciting and closing B2B sales against a quota.
    • Demonstrated effectiveness in new business development strategies and lead qualification.
    • Ability to multi-task and handle multiple prospective clients and issues simultaneously.
    • Proven ability to leverage established relationships and proven sales techniques for success.
    • Ability to clearly present and effectively overcome objections.
    • Demonstrated aptitude for problem-solving.
    • Able to work both independently and within a team environment.
    • Computer literate; proficiency with Microsoft Office (PowerPoint, Excel, Outlook).
    • Excellent communication and interpersonal skills. Articulates thoughts and ideas clearly, concisely, and persuasively with appropriate empathy.
    • Ability to work effectively within a fast paced, changing environment that is going through high growth.
    • A self-starter with the demonstrated ability to take initiative.
    • Understands how to approach sales from a strategic perspective.
    • Strong Results Orientation with a focus on closing long term sales cycles.
    • Demonstrated customer service orientation. Creates and sustains ongoing forums that encourage two-way communication opportunities.
    • Able to communicate with and influence multiples layers of organizations, including Senior Leadership. Through a constant presence, becomes aware of changes in a customer's organization and alters sales plan accordingly.
    • Effective at developing and maintaining client relationships at senior management (C- Suite) levels within Fortune 200 sized companies.
    • Ability to travel at 50%+.

Keywords: iCIMS, Broomfield , Principal Account Executive Enterprise (Mid West), Other , Broomfield, Colorado

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