Strategic Account Executive

Job Description

Job Summary:

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The Strategic Account Executive is responsible for working with his/her Executive Vice President of Sales on to drive the qualification of new business opportunities, resulting in Closed Won sales across all Transflo/ATI SaaS Solutions.

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This position is equally responsible for collaboration with multiple internal resources including our Account Management, Customer Success, Marketing, Product and Leadership teams, to define target contacts within each assigned account.

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Additionally, the SAE has accountability for targeting Strategic Enterprise Accounts as assigned by the Sales Leadership Team.

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The SAE is responsible for prospecting and closing business. The SAE will schedule onsite meetings and activities, coordinating with Solution Engineer(s), Subject Matter Experts and when necessary, Product and Executive Team members to join in the effort of moving the Sales towards closure.

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Job Responsibilities:

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• Meet the defined SAE quota, per comp plan
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• Identify a minimum of 10 contacts at each assigned account (including Director level to Executive Level), to assure appropriate ownership inside the account
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• Achieve Opportunity Identification (OI) targets
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• Engage in discussions with key contacts to determine account satisfaction and additional needs based upon current business practices
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• Assist all Account Management (AM), RAE and RSM team members with post sales activities to assure customer satisfaction, when needed, remembering the SAE role is a “Hunter” role and the SAE is not responsible for, and the quota does not include “farming” upsell opportunities
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• The SAE is responsible for qualifying his/her need to travel, all expenses within reason, per the Transflo Employee Agreement
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• Log opportunity and activity notes thoroughly and accurately within Salesforce, maintaining daily and weekly details for executive reporting needs
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• Ensure pipeline hygiene by having an accurate pipeline that includes proper dates, sales stages, commitment, etc.
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• Consult with the Account contacts to include all Transflo/ATI and partner Solutions within the Initial Sales Cycle, all post contract sales will belong to the AM or CSM Teams
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• Become a client advocate to establish relationships, trust, and integrity within assigned clients
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• Gain and maintain knowledge proficiency in the entire portfolio of service offerings
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• Adhere to company core values and all company policies and procedures
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Ideal Candidates will have experience with:

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• Proven track record of consistent quota achievement
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• Experience selling in the Transport Topics Top 500, Carriers, Brokers, Factors including LTL fleets plus experience selling a transportation intelligence suite and other logistics automation applications.
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• History of annual quotas ranging between $1m to $5M
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• Experience with organically build pipeline opportunities
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• Must demonstrate a willingness to collaborate with teammates
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• Familiarity with FMCSA requirements and telematics
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Minimum Qualifications:

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• College degree in Business, Marketing, or Information Technology
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• Minimum of five-years in consultative sales role in a Software as a Service business model
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• History of independently managing and closing new deals/contracts larger than $1.5M (TCV)
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• Outstanding verbal and written communication skills
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• Polished and articulate verbal communication skills demonstrating tact and diplomacy
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• Highly motivated with a desire to advance
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• Resourceful and self-directed
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• Exceptional telephone skills
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• Proficient in PC use and use of TMS software
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• Ability to manage heavy workload in a highly competitive and visible area Physical Demands: sit, stand, listen, hear, read, talk, computer and phone interaction
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