Principal Account Executive

Principal Account Executive - Cross Industry

Location: California, Arizona, Nevada, Idaho, Montana, Washington, Oregon, or Utah Preferred Work Arrangement: Remote

About the Role

The Principal Account Executive is responsible for developing and maintaining relationships with new and existing customers or partners — with the objective of consistently meeting or exceeding assigned sales goals.

Your Role Responsibilities? Here's What You'll Do.

• Develop a comprehensive sales plan to meet or exceed quota — identifying and prioritizing opportunities for assigned high-risk, high-impact existing or potential customers or partners while operating as a trusted advisor to senior and executive-level leadership, leveraging long-term vision, strategy, and roadmaps to generate and maintain consistent pipeline.
• Develop and communicate accurate sales forecasting on a real-time basis — recording all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits, and sales calls while leveraging expertise and best practice knowledge to educate customers on the benefits of the company's solutions and create new opportunities.
• Partner with sales solution engineers in the development and delivery of software demonstrations — actively contributing to the demonstration process while engaging company specialists and support resources to advance opportunities and determining the viability of RFP requests to directly influence the development of responses.
• Develop the closing plan and strategy for accounts — leading negotiation and contracting processes to ensure deals close on time as forecasted while building and maintaining strategic internal working relationships to enhance sales execution across key stakeholders and leadership levels.
• Attend and actively contribute to trade shows — ensuring customers or potential customers are engaged in company marketing efforts, tailoring plans to meet customer needs, and proactively educating and influencing key executives on future business and technical needs to pursue opportunities for company expansion and integration.
• Operate as an innovative thought leader and subject matter expert for the sales team — mentoring, coaching, and influencing team members while contributing to the overall growth and quality of sales processes and consulting on market trends, best practices, and industry insights.

Role Essentials

You'll be set up for success if you have:

• Bachelor's degree or equivalent experience — with significant experience as an Account Manager in a complex environment and a proven track record of year-over-year sales generation success
• Deep knowledge and expertise in sales, a relevant industry, or technology solutions — with a comprehensive understanding of best practices and market trends and the ability to proactively educate and influence key executives on future business and technical needs
• Proficiency in opportunity management and account planning tools — with the ability to develop comprehensive sales plans, manage high-risk, high-impact accounts, and deliver accurate real-time sales forecasting
• Excellent ability to establish rapport and gain the trust of others — with strong oral and written communication skills that demonstrate a professional demeanor and the ability to engage executive-level stakeholders with discretion and tact
• Excellent negotiating and influencing skills — with the ability to gain consensus across multiple departments and leadership levels, lead negotiation and contracting processes, and close deals on time as forecasted; up to 50% travel time required

What We'd Like to See

Bonus points if you bring:

• Demonstrated experience operating as a trusted advisor to senior and executive-level leadership — with a track record of developing strategic working relationships that support long-term pipeline generation and sustained revenue growth
• Proven ability to leverage deep industry expertise to educate customers on the value of company solutions — with experience driving customer need, creating opportunities, and pursuing company expansion and integration
• Experience determining the viability of RFP requests and directly influencing the appropriate development of responses — with strong ability to develop and execute closing strategies aligned to customer needs and internal revenue goals
• Experience operating as an innovative thought leader within a sales organization — with a track record of mentoring, coaching, and influencing team members while contributing to the overall growth and quality of the sales team and processes
• Experience attending and actively contributing to trade shows and industry events — with the ability to tailor engagement plans to meet customer needs and ensure meaningful participation in company marketing efforts

About Hyland

Hyland is the pioneer of the Content Innovation Cloud™, delivering ubiquitous enterprise intelligence to organizations with solutions that unlock actionable insights and drive automation.

Trusted by thousands of organizations worldwide, including many of the Fortune 100, Hyland's solutions create the foundation for a connected, agentic enterprise, where teams harness the power of AI to redefine how they operate and engage with those they serve. For additional information on Hyland's platform and services, please visit Hyland.com.

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About Hyland Life

#HylandLife

Since 1991, it has been Hyland's mission to help our employees, customers and partners exceed their potential with our industry-leading content services platform. Our employees exude a contagious energy and are passionate about what they do – whether it's helping customers succeed, raising up their fellow Hylanders, or engaging in the communities where they live and work.

The #HylandLife hashtag encompasses our employee-centric culture. Our employees live our culture day in and day out by bringing their best self to work. Hyland supports them to do just that through career development resources, wellbeing programs and innovation practices. We thrive on diverse viewpoints and new ideas and believe that a positive, inclusive workplace is imperative to sustainable success.

As we've grown to a company of nearly 4,000 strong, we have the opportunity to make a significant impact on our communities. We strongly support employee initiatives and align our giving campaigns and programs to organizations that are important to them.

Equal Opportunity Statement

Hyland is an equal opportunity employer. We value diversity and are committed to providing an inclusive workplace for all employees and applicants. Employment decisions are made without regard to any characteristic protected by applicable laws and regulations. Information collected during the hiring process is used solely to assess qualifications, verify identity, and comply with legal requirements.