IIM Enterprise Account Executive III

Overview

This is a National Role – Anywhere in the USA.

OTE $240,000.

The IIM Enterprise Account Executive role is a commissioned sales position. This position is responsible for ensuring the consistent development of a pipeline of opportunities from new and existing enterprise clients. The IIM Strategic Account Executive position focuses on identifying opportunities, understanding client needs, and delivering tailored solutions that align with client business objectives. The primary objective is to drive IIM revenue growth in strategic markets and within top‑tier clients in an effort to contribute to the company’s overall success.

Responsibilities

• Lead/Opportunity Generation and Pipeline Management – Responsible for responding to, developing, and qualifying leads into opportunities.
• Responsible for developing and executing a comprehensive sales strategy plan to generate leads and opportunities within and outside the Konica Minolta customer base in an effort to meet/exceed established quota. All lead qualification efforts will be managed and reported through the CRM system.
• Responsible for prospecting and developing business relationships with potential enterprise clients.
• Leverage knowledge and experience to educate potential clients on the benefits of the company’s solution.
• Opportunity Management & Forecasting – Responsible for managing and documenting the opportunity/sales process through the use of the CRM system. Consistent updates to the CRM system will be required to ensure accurate forecasts.
• Proposal / RFP Preparation – Responsible for managing the RFI/RFP process and the final response. Duties include pre‑bid meetings, phone conferences, etc.
• Demonstrations & Konica Minolta IIM Experience – Responsible for identifying and qualifying the customer needs and documenting the client’s challenges to effectively work with the Sales Engineering team to execute the Konica Minolta IIM Experience. This includes collaborating on alternatives for the proposed solutions in addition to discussing or demonstrating other options per the client’s requirements.
• Scope / Project Profile Preparation – Responsible for defining the requirements of the projects, along with developing and communicating the ROI and goals of the project. Responsible for working with the Sales Engineer and Professional Services in developing a Project Profile that will result in the development of a price proposal.
• Pre-Implementation Activities – Responsible for participating in final review of the Functional Requirements Document (FRD), comparing expectations to the proposed delivered results.
• Post-Implementation Activities – Responsible for participating in final review of the implementation, comparing expectations to the delivered results. Includes review of ROI and to assist in the development of the Case Study.
• Account Management – Responsible for working with the Customer Success Manager to provide a strategic account team that is responsible for ensuring our clients achieve their desired outcomes through their interactions with Konica Minolta. In cases where a Customer Success Manager is not assigned, the Account Executive will be responsible for activities including regular follow-ups with the Account, and discussions to ensure that the Account is capitalizing on their system to the highest possible level. Responsible for identifying upsell/cross-sell opportunities within the assigned account base and engaging the proper team to close new opportunities.
• Actively contribute ideas to improve the sales process and overall growth and quality of the sales team.
• Continue to grow knowledge and awareness of best practices and market trends.
• Event Participation – Responsible for participating in the planning and execution of various marketing activities. Roles may include actively driving attendance, presentations, and general networking activities.
• Performs other duties, as assigned.

Qualifications

• Excellent interpersonal and communications skills.
• Ability to collaborate with internal partners, coworkers and external vendors.
• Ability to work within a team structure.
• Strong listening skills – ability to understand customer needs and equate them to our solutions.
• Strong knowledge of CRM tools.
• Strong knowledge of Microsoft Word and Excel.
• Strong knowledge of IIM products and services – Tungsten Automation, Hyland, Microsoft, Salesforce, and Square 9, preferred.
• Four‑year college degree or satisfactory completion of a business curriculum from an accredited school and/or equivalent work experience.
• 7‑10+ years of experience in complex sales.
• 7‑10+ years of experience in the IIM or a related industry.
• Experience providing solutions relating to business process improvement.
• Experience servicing internal and external customers.
• Experience working with external vendors/partners.
• Experience with Solution or Strategic Selling.

Physical Requirements

• Job duties require moderate travel to prospect/customer locations, as assigned and/or as necessary.
• Required job duties are sedentary and normally performed in a climate‑controlled office environment or a remote work environment.

Dress Code

• Business Casual dress is required; however, business attire may be required for customer account/management meetings.

Travel Requirements

• Ability to travel up to 25% of time.

Equal Employment Opportunity Statement

Konica Minolta is an equal opportunity and affirmative action employer. We consider all qualified applicants for employment without regard to race, color, religion, creed, national origin, sex, pregnancy, age, sexual orientation, transgender status, gender identity, disability, alienage or citizenship status, marital status or partnership status, genetic information, veteran status or any other characteristic protected under applicable law.

Konica Minolta Business Solutions (Canada) Ltd. is an equal opportunity employer.

Konica Minolta is an equal opportunity and affirmative action employer. We consider all qualified applicants for employment without regard to race, color, religion, creed, national origin, sex, pregnancy, age, sexual orientation, transgender status, gender identity, disability, alienage or citizenship status, marital status or partnership status, genetic information, veteran status or any other characteristic protected under applicable law.

Konica Minolta Business Solutions (Canada) Ltd. is an equal opportunity employer.