Senior Account Executive

Senior Account Executive

PCS Software, Inc. is an AI platform for the transportation logistics marketspace providing the trucking industry's most effective transportation management platform (TMP) to improve fleet management and delivery systems and increase profits for our customers. Through innovation and invention, our software individualizes work routines, consolidates workflows, and streamlines management controls to improve accountability, transparency, and eliminate costly and redundant manual processes.

Trucking companies and freight brokers trust PCS to optimize their dispatch, accounting, and fleet operations. TL, LTL, Intermodal, and freight brokerage services use our TMP to automate operations, easily access information, and reduce inefficiencies to maximize sales and revenue. Founded in 1997 and located in Kansas City, Kansas, PCS Software is the leading developer of hosted software solutions designed specifically for the ground transportation industry.

Job Description

As a Senior Account Executive, you will be responsible for building the PCS Software client base and procuring new business logos by contacting new prospects through cold calling and on site customer visits and closing multi-year licensing agreements. This requires strong product knowledge, excellent written and verbal communication skills, critical thinking and problem-solving skills, as well as consistent follow-through and solid organizational skills in order to provide best-in-class service to our transportation and logistics customers. The Senior Account Executive must have a strong "hunter" mentality and proven record of meeting and exceeding past sales KPI's over the past 5 years. This position is based in Tennessee with approximately 20% scheduled regional travel to meet with clients on site and to attend trade shows and customer events. This position has a base salary plus a monthly commission structure for a very healthy total compensation package.

Responsibilities

• Follow-up with current lead opportunities and contact new prospects via outbound calling.
• Strategically build a strong pipeline to ensure quota is consistently met.
• Coordinate with the Platform Engineers to schedule demonstrations that highlight specific elements of the PCS platform and perform your own product demonstrations as necessary.
• Deliver amazing customer service to potential clients as an ambassador and face of the company, but more important is for you to know the customer's transportation business challenges inside and out because you function as a trusted advisor and business partner to our customers.
• Identify decision makers and establish relationships with key players to generate interest and close deals.
• Document daily sales activity and communicate information regarding prospects and opportunities via Salesforce.com.
• Complete the full sales cycle filled with potential prospects beginning with the initial contact and then with constant follow-up calls, negotiate and close sales agreements, and closely champion your clients from pre-sales phase to the implementation process.

Why Join PCS?

PCS Software, Inc. is the perfect combination of a fun work environment that rewards your demanding work with amazing opportunities for career growth and personal development. If you want to be the newest member of a vibrant group of energized technology leaders in an innovative and entrepreneurial environment, then apply online today to start building solutions that customers will love to use and join a company that truly rewards your challenging work and values your talented contributions.

PCS Software, Inc. is also considered one of the best places to work because of our competitive compensation plans, comprehensive benefits plan with options for medical, dental, and vision premiums for you and your dependents, 401k with a 4% match, unlimited PTO package, optional term life insurance and disability insurance, a truly creative and fun working environment, paid training and development opportunities, employee recognition programs, and amazing opportunities for career growth and personal development, not to mention a chance to work with some of the best coworkers you will ever meet!

Work Authorization

No calls or agencies please. PCS Software, Inc. will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship is provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.

Requirements

Qualifications

• 5+ years of B2B enterprise software sales experience with mid-market and enterprise transportation business focus.
• 5+ years proven ability to hunt and prospect for sales opportunities via outbound calling, F2F customer meetings, and industry marketing events and campaigns.
• Formal sales methodology training and active use of: Solution Selling, MEDDIC/EDDPICC, Challenger, SPIN or equivalent
• 2+ years sales experience in one of the following: Transportation or Logistics Software Sales, SaaS Sales, Platform Sales, Technology Sales, or other related industry experience.
• CRM experience, preferably, Salesforce.
• Demonstrated ability to consistently achieve and exceed quota. This is not a laid back role where you inherit accounts and take orders. You are dealing with transportation industry clients who work long hours, are constantly stressed, and need to know you have their back.
• Proven ability to manage leads, manage a pipeline, and forecasting. You will need to be business math savvy. We want you to know your numbers inside and out.
• Proven record of selling solutions over the phone and in the field with persuasive closing techniques and preferably formal sales methodology and/or software demo training.