Hyland
Overview
The Account Executive is responsible for identifying, prospecting, and acquiring new customers, with a primary focus on generating net new business. This role emphasizes building relationships from the ground up, developing new opportunities, and consistently meeting or exceeding assigned sales targets through strategic outreach and business development efforts.
Responsibilities
Develop a comprehensive sales plan (Go-to-market) to meet and exceed quota including the identification and prioritization of new logo opportunities.
Develop and communicate accurate sales forecasting on a real-time basis
Proactively initiate contact with potential customers, and partners on a regular basis to develop, maintain and expand business relationships. Collaborate with all available company resources to develop and maintain pipeline
Take proactive measures to streamline and constantly improve account management and the sales process
Partner with sales solution engineers in the development of software demonstrations for customers and potential customers; actively contribute and participate in software demonstration
Record all customer account information in the CRM including opportunities, commitments, meaningful conversations, customer visits or sales calls.
Understanding of best practices and market trends as well as customer and potential customers' business and technical needs. Pursue opportunities for company expansion and integration
Engage company specialist and support resources as needed to advance opportunities
Assist with determining the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
Attend and actively contribute to trade shows; ensure customers or potential customers are participating in company marketing efforts to the best of their ability
Develop the closing plan for accounts; engage internal leadership as necessary to help lead negotiation and contracting process to ensure deal is closed on time as forecasted
Basic Qualifications
Associate's Degree or equivalent experience
Experience as an Account Manager in Net New Logo acquisition.
Demonstrated knowledge of sales in relevant technology solution or assigned industry
Proficient in opportunity management and account planning tools
Microsoft Windows and Office proficient
Strong ability to establish rapport and gain the trust of others
Good oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact
Highly organized and experienced at successfully multi-tasking
Self-motivated with the ability to manage work independently to completion
Strong collaboration skills applied successfully within team as well as with other areas
Or an equivalent combination of education and experience sufficient to successfully perform the principal duties of the job
Good negotiating and influencing skills
Up to 50% travel time required
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Responsibilities
Develop a comprehensive sales plan (Go-to-market) to meet and exceed quota including the identification and prioritization of new logo opportunities.
Develop and communicate accurate sales forecasting on a real-time basis
Proactively initiate contact with potential customers, and partners on a regular basis to develop, maintain and expand business relationships. Collaborate with all available company resources to develop and maintain pipeline
Take proactive measures to streamline and constantly improve account management and the sales process
Partner with sales solution engineers in the development of software demonstrations for customers and potential customers; actively contribute and participate in software demonstration
Record all customer account information in the CRM including opportunities, commitments, meaningful conversations, customer visits or sales calls.
Understanding of best practices and market trends as well as customer and potential customers' business and technical needs. Pursue opportunities for company expansion and integration
Engage company specialist and support resources as needed to advance opportunities
Assist with determining the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
Attend and actively contribute to trade shows; ensure customers or potential customers are participating in company marketing efforts to the best of their ability
Develop the closing plan for accounts; engage internal leadership as necessary to help lead negotiation and contracting process to ensure deal is closed on time as forecasted
Basic Qualifications
Associate's Degree or equivalent experience
Experience as an Account Manager in Net New Logo acquisition.
Demonstrated knowledge of sales in relevant technology solution or assigned industry
Proficient in opportunity management and account planning tools
Microsoft Windows and Office proficient
Strong ability to establish rapport and gain the trust of others
Good oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact
Highly organized and experienced at successfully multi-tasking
Self-motivated with the ability to manage work independently to completion
Strong collaboration skills applied successfully within team as well as with other areas
Or an equivalent combination of education and experience sufficient to successfully perform the principal duties of the job
Good negotiating and influencing skills
Up to 50% travel time required
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