Global Account Executive

Global Account Executive

The Global Account Executive manages assigned industry sectors and geographic sales territory to achieve profitable sales growth and lasting relationships for the transportation information services division, through a focus upon the logistical, financial, and analytical needs of new prospects and current clients.

Principal Responsibilities and Duties:

• Leads the entire sales process from prospecting to closing the deal with continued oversight through the implementation process to resolve issues that could potentially impact key deadlines and overall account profitability.
• Achieves annual targeted sales quota revenue goals and works with Inside Sales to ensure accurate prospecting is taking place.
• Understands prospect needs and corporate objectives to define and deliver a value proposition that meets the prospect's objectives and is in line with Cass processes and profitability goals.
• Responsible for the final delivery of successful Cass Business Case, proposals, or "R" responses (RFP, RFI, RFQ, etc.), pulling in the right resources as necessary.
• In conjunction with management, gathers the information required to create pricing.
• Develops the statement of work (SOW) in partnership with business systems.
• Works with prospects to negotiate contract and SOW and collects all information or materials required for a successful transition to business systems and client relations.
• Works with business systems to understand when a project is in jeopardy of missing dates or going out of scope and works with executive contact on client side to resolve issues, either through price increases, reduction in scope, extension in timeline, etc.
• Stays abreast of territory and industry happenings to be a knowledgeable representative of assigned territory.
• Other duties as needed or assigned.

Skills and Abilities Required:

• Ability to communicate effectively with senior executives of major corporations, both verbally and in writing.
• Highly effective listening skills and the ability to discuss creative solutions to resolve issues.
• Self-motivated, high initiative, and results-orientated team player with excellent follow-up skills.
• Enthusiastic and professional demeanor exhibiting a high-level of honesty and sincerity in interacting with prospects and customers so that a professional and trusting relationship can be formed.
• Background in transportation/logistics and/or finance with knowledge and experience in SaaS based analytics that support this industry or possess the ability to quickly get up to speed based on prior experience preferred.
• Proficiency in using the Microsoft Office suite of applications (e.g. Word, Excel, PowerPoint, Project).
• Proficiency in using customer relationship management (CRM) systems, Salesforce preferred.
• Strong planning and organizing skills, with the ability to balance multiple tasks and changing priorities; must be able to meet prospect's defined deadlines.
• Emotionally tough and able to rebound quickly from rejection; maintains a positive attitude through difficult times.
• Ability to work with the Cass Sales Development team to prospect and qualify prospective clients effectively, thereby limiting the amount of time spent with companies that are not ready to buy, or who are not good candidates for our services.
• Ability to travel, domestically and on occasion internationally, up to two weeks of every month and make multiple calls during travel period.
• Willingness to perform necessary administrative functions to ensure all details are properly completed.
• Ability to identify and refer potential opportunities to other divisions within Cass.
• Proven ability to quickly learn new products, services, and information and apply this knowledge to the sales process.

Minimum Level of Preparation and Training Normally Required:

• Bachelor's degree in business, transportation, or related field, or equivalent work experience.
• 1-3 years of experience in a sales environment, preferably in supply chain services or financial solutions (non-product) environment.
• Prior experience with SaaS based analytics in the transportation industry preferred but not required.

Cass Information Systems, Inc. (NASDAQ: CASS) is a leading provider of integrated information and payment management solutions. Cass enables enterprises to achieve visibility, control and efficiency in their supply chains, communication networks, facilities, and other operations. Disbursing over $94 billion annually on behalf of its clients, and with total assets of $2.4 billion, Cass is uniquely supported by Cass Commercial Bank. Founded in 1906 and a wholly-owned subsidiary, Cass Commercial Bank provides sophisticated financial exchange services to the parent organization and its clients. Cass was recently named as one of America's best midsize companies by a leading publication and is part of the Russell 2000.