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Major Account Executive

Openworks
Fairfax, VA
  • Prospect and close new customers with 20+ multi-state locations
  • Lead and coordinate complex end-to-end sales cycle including qualification, solution design, pricing and quoting, and contract development to close sales
  • Build and expand relationships with senior leadership to gain positioning with decision makers and ensure continuity of existing revenues to drive growth
  • Craft plans with accounts to expand depth and quality of relationships as well as expand breadth of product sales
  • Proactively assess customer business' requirements and maintain and educate key stakeholders on OW's values proposition and products
  • Be the subject matter expert within assigned customer segment
  • Achieve assigned sales and prospecting expectations on a weekly basis

Day-to-Day Responsibilities

  • Set and monitor sales targets
  • Ensure brand consistency across communication and prospecting
  • Negotiate contracts
  • Collect and analyze sales data and trends
  • Maintain daily activity flow expectations

Essential Experience / Education

  • Experienced sales professional with a demonstrated ability to utilize sales methodologies delivered in a virtually and in person
  • Effective communicator (persuasion, problem solving, consultative sales process….)
  • BS/BA degree - or - Honorable Discharge from US Military + 3-5 years of B2B Sales Experience
  • 3-5 years experience selling to identified sales segment

Competencies/Abilities

  • Competitive Spirit
  • Consultative Selling Ability
  • Critical Thinking & Problem Solving
  • Forward Vision
  • Strong Communication Skills using multiple channels
  • Detail-orientation

Who We Are

OpenWorks is a full-service, national commercial cleaning and facilities management operator that helps businesses, healthcare facilities, and schools work better by making facilities cleaner, safer and healthier. Founded in 1983, OpenWorks offers commercial cleaning, janitorial, and integrated facility maintenance services through their reputable service provider network. Headquartered in Phoenix, AZ, OpenWorks has more than 20 regional offices and more than 700 franchise partners across the country. OpenWorks has earned coveted spots on Inc. 5000 and Franchise 500 's lists as one of the fastest-growing franchise operations in the nation.

Why We're Different

The OpenWorks culture is focused on promotion from within, which is achieved by our commitment to training and developing an outstanding team of professionals. If you work hard, you'll reap the rewards, both personally and professionally. Our team is driven to accomplish great things in the work place so they can enjoy a fulfilling lifestyle. We invite you to connect with us on Linkedin and Facebook !

Equal Opportunity Statement

OpenWorks provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

New
1d ago

Major Account Executive

Quadient
McLean, VA
$5,000 Sign-On Bonus* (Base Plus Uncapped Commission)

Your entrepreneurial mind sparks when you see opportunities

You're drawn to opportunities, innovation and new value creation - and that's why we're drawn to you. You're able to take direction as well as create it. You're flexible, resourceful, and can work around issues and find new routes, where necessary, to a profitable goal. Our company celebrates your way of thinking and doing and would like to meet you.

We are seeking a driven, self-motivated Major Account Executive to boost our customer base. You will be responsible for pursuing leads in our database as well as discovering new prospects through traditional marketing techniques, digital marketing, and social media. While you will often collaborate with the sales team, you must be able to work independently. Our ideal candidate has at least one year of sales experience. Industry experience is a plus, but we are willing to consider applicants who have a substantial background in successful sales strategies.

Essential Duties/Responsibilities

The Account Executive is a solutions/consultative sales role where you will be solving your client's business challenges by offering relevant and compelling software, hardware, software as a service (SAAS) subscription services and professional services.

Our fast pace is your fast track to success

Our energetic workplace could be just your speed. Join upbeat, confident people who are ready and able to do whatever it takes when there's a sense of urgency. Our inclusive, welcoming, and diverse culture assures that everyone has opportunities for unlimited growth.

Required Skills & Experience

* 1-5 years of sales experience
* Strong customer service orientation
* Solid computer skills such as email and Word required
* Exposure to CRM systems such as Salesforce
* Excellent communication, negotiation, and persuasion and partnering skills

You don't wait for inspiration; you seize it!

You are an innovator looking for an idea that is new, different, unexpected, and inspired. Our organization is one of inclusion, and we want diverse people who know that good things don't always come to those who wait. We want individuals who aren't afraid to explore potential solutions. If you seize opportunities to be innovative, then you are who we want. Let's innovate together.

What We Offer You:

As an Account Executive, you will enjoy a highly competitive salary, commission and bonus plan. Quadient provides many fun and engaging incentives throughout the year culminating with an annual (all expenses paid) sales performance trip to extraordinary locations. Quadient also provides sales education and professional development programs as well as excellent opportunities for advancement and professional growth.

$5,000 Sign-On Bonus* (Base Plus Uncapped Commission)

* Company subsidized Medical, Dental, and Vision Insurance
* 401(k) Retirement Plans --Company Match Offered
* Life & Disability Insurance --Company Sponsored
* Paid Vacation, Sick Leave, & 11 Company Holidays
* Career & Leadership Development
* Tuition Reimbursement Program

Quadient is the driving force behind the world's most meaningful customer experiences. We simplify the connections between people and what matters through four key solution areas: Customer Experience Management, Business Process Automation, Mail-Related Solutions, and Parcel Locker Solutions.

These are the EPIC values we live by:

Empowerment

* We are adventurous, creative, and open-minded.
* We embrace and drive change.
* We act with knowledge, trust, and confidence to better serve our customers.

Passion

* We are passionate in all that we do.
* We make work fun and exciting by being part of a team that makes a difference.
* We are determined to drive customer success.

Inspiration

* We bring ideas to life.
* We lead by example and constantly innovate.
* We strive, regardless of level or title, to exhibit leadership in our personal and group activities.

Community

* We collaborate like crazy.
* We think beyond our own teams - for customers, partners and community.
* We care about our communities and the environment.

Disclaimer

The above statements are intended to describe the general nature and levels of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.

Quadient is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.
New
6d ago

Major Account/Customer Executive (3PL)

Blue Yonder
Rockville, MD
Other Comparable Titles:

Account Executive, Global Account Director, Growth Executive, Customer Executive

Overview:

We are looking for a successful Major Account/Customer Executive to sell WMS/TMS software solutions primarily into 3rd Party Logistics Provider accounts. Previous SCM (supply chain management) and SCE (supply chain execution) solutions sales experience at the enterprise-level ($1B annual revenue and above) highly desirable. This is a remote/virtual position.

Scope:

* Core responsibilities include driving 3x pipeline coverage on a 4- quarter rolling sales outlook by confidently representing the Blue Yonder products and portfolio of offerings.

* Responsible for developing executive and working-level relationships with assigned accounts, focused primary on the finance, supply chain and IT divisions.

What you'll do:

* Determines and executes the strategy and sales processes for the allocated customers

* Achieve / exceed quota targets annually. These will be described upon contract value.

* Develops and delivers compelling value propositions based on ROI cost/benefit analysis.

* Develops and fosters a strong relationship as a trusted advisor to customers.

* Fosters positive relationships with the wider sales organization.

* Identifies and utilizes appropriate internal resources to engage in sales cycles.

* Identifies business plan and strategy, key decision makers, key performance indicators, and budget constraints within each sales cycle and plans and executes appropriately.

* Maintains accurate, comprehensive and updated deal information within Salesforce.com.

* Actively understand each named customer's technology footprint, strategic growth plans, technology strategy and its competitors to remain updated on key industry trends and issues impacting the customer or prospect.

* Conduct weekly customer discovery sessions to gain valuable insight at prospect accounts. Construct and deliver innovative customer presentations to position Blue Yonder solutions which can help them achieve or exceed their goals.

* Understand Value Engineering (VE), benchmarking and ROI data and how they support the customer's decision process. Work with Sales and VE to deploy tools effectively.

* Possess a humble, hungry and smart approach to selling that translates to a consultative sales approach.

What we are looking for:

* Cloud and ERP sales experience; supply chain management solutions + license and services experience.

* Proven quota attainment record ($2M annual quota achievement and above).

* Proven experience selling Consulting, Cloud and Education Services ($200K and above).

* Experience and success in selling high value, long lead time enterprise solutions software ($500K and above and 6 months in duration for individual transactions).

* Experience and success selling Implementation consulting services ($200K and above).

* Proven sales quota attainment track record ($1-3M annual quota achievement and above).

* Proven new business development skills.

* Outstanding presentation, facilitation, communication and negotiation skills.

* Outstanding customer-focused Account Management skills.

* Experience in a team-based selling environment.

* Exceptional presentation, facilitation, communication and negotiation skills.

* High comfort level and presence with senior executives.

* Bachelor's degree and 10+ years large software company experience with success selling enterprise-level, complex software sales.

* Virtual-based opportunity: Ability to travel 50% or more within the U.S.

* LI-TL1

Our Values

If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success - and the success of our customers. Does your heart beat like ours? Find out here: Core Values

Diversity, Inclusion, Value & Equality (DIVE) is our strategy for fostering an inclusive environment we can be proud of. Check out Blue Yonder's inaugural Diversity Report which outlines our commitment to change, and our video celebrating the differences in all of us in the words of some of our associates from around the world.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
22d ago

Major Account Executive

Xerox
McLean, VA
Holdings Corporation For more than 100 years, Xerox has continually redefined the workplace experience. Harnessing our leadership position in office and production print technology, we've expanded into software and services to sustainably power today's workforce. From the office to industrial environments, our differentiated business solutions and financial services are designed to make every day work better for clients - no matter where that work is being done. Today, Xerox scientists and engineers are continuing our legacy of innovation with disruptive technologies in digital transformation, augmented reality, robotic process automation, additive manufacturing, Industrial Internet of Things and cleantech. Learn more at xerox.com and explore our commitment to diversity, inclusion and belonging. The Major Account Executive (MAE) at Capitol Office Solutions, a Xerox Company uses prior sales skills and experience to manage a book of enterprise prospects. The MAE identifies, sells and manages on-going relationships with major accounts, exhibiting high degree of proficiency in consultative and relationship selling as well as account and industry knowledge. The MAE seeks to retain and expand accounts by working with branch and corporate support teams to ensure long-term customer satisfaction. Leadership Experience is a plus!! The day-to-day role will include: * Net new business development of enterprise accounts * Exhibiting a high degree of proficiency in consultative and relationship selling * Expanding existing and net new accounts by working with branch and corporate support teams * Ensuring long-term customer satisfaction EDUCATION/EXPERIENCE: * A Bachelor's Degree (B.A.) in business related field or equivalent experience * 3+ years of experience in a b2b field sales role * Ability to work well with and collaborate with other team members on deals Because we value hard work, we offer some amazing benefits * Lucrative compensation plan with a guaranteed base and uncapped bonus opportunities * Robust benefits package including medical, dental, vision, life insurance, and 401(k) * Comprehensive and interactive training program to ensure your success * Plus much more we can tell you about in person! So, if you think you have what it takes to make the cut as a Major Account Executive at Xerox, and your resume screams "determination", we'll be in touch to get the conversation started. Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity or expression, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. Learn more at www.xerox.com and explore our commitment to diversity and inclusion! People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to XeroxStaffingAdminCenter@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking. © 2020 Xerox Corporation. All rights reserved. Xerox and Xerox and Design are trademarks of Xerox Corporation in the United States and/or other countries. #LI-AS1
60d+ ago

Major Accounts Executive - Civilian

Riverbed Technology, Inc.
Reston, VA
Overview Riverbed enables organizations to maximize performance and visibility for networks and applications, so they can overcome complexity and fully capitalize on their digital and cloud investments. The Riverbed Network and Application Performance Platform enables organizations to visualize, optimize, remediate and accelerate the performance of any network for any application. The platform addresses performance and visibility holistically with best-in-class WAN optimization, network performance management (NPM), application acceleration (including Office 365, SaaS, client and cloud acceleration), and enterprise-grade SD-WAN. Riverbed's 30,000+ customers include 99% of the Fortune 100. Exciting news! Riverbed has won the 2021 MSUS Partner Award for Q4 Co-sell Impact in "Driving Top Co-sell Wins" and "Driving Top Co-sell Deal Registration Impact" #MSUSPartner About this Position Title: Majors Accounts Sales Executive - Federal Financials/Civilian Accounts Location: Reston, VA Responsibilities: You will manage the strategic selling cycle for 10+ high profile Federal Civilian accounts, such as Dept of Treasury, FDIC, FRB, SEC, and other top Civilian accounts. Establish and maintain long-term client relationships; qualifying new business in addition to participating in retention, cross sell, and up sell opportunities. Lead a complex sales cycle; orchestrating, leveraging and collaborating with additional resources - i.e. partners, inside sales, Solutions (Presales) Engineers, Sales Management, and Executive leadership - when needed. Prepare accurate forecast, document daily activities in salesforce, and perform other task necessary to drive sales revenue and communicate activities to sales management. Work autonomously to meet and exceed assigned revenue targets & goals Sell deeper and wider into assigned accounts. Identifying requirements from other departments within an assigned account and then configuring an appropriate offering from our portfolio to meet those needs. Serve as a Trusted Advisor - identifying, penetrating, and securing potential targets through a relationship-based approach. Requirements: Exceptional track record selling high-end solutions, preferably in one or more of the following disciplines: Application Architectures & Performance Management, Cloud Services (SaaS, IaaS, PaaS), Hybrid Cloud, Subscription Model, Virtualization, and Infrastructure Management into Federal Civilian accounts. 10+ years gov't Sales experience, selling across multiple verticals Previous success with complex sales involving multiple decision makers and sales cycles of 3 to 12 months Strong experience of selling to C-Suite (or one level below) with a good understanding of technology Individual must possess good communication skills and ability to interact with all levels or organizations Good working knowledge of Partner ecosystem and experience establishing and fostering strong Partner relationships. Existing relationships within the assigned client base is preferred. Tenacity, wit and energy to get in front of prime targets and build relationships with new and existing Riverbed clients Why Join Riverbed Riverbed offers a rewarding experience of working with the best minds in the industry, delivering exceptional network performance and visibility for any application. We are proud of our great culture that continuously fosters innovation, collaboration, and diverse work environments. We remain committed to attracting, developing, and retaining the most diverse group of talent to better serve our customers. Riverbed is an equal employment opportunity/Affirmative Action (EEO/AA) employer and provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity or expression, national origin, age, physical disability (including HIV and AIDS), mental disability, medical condition, pregnancy or child birth (including breast feeding), sexual orientation, genetics, genetic information, marital status, veteran status or any other basis protected by and in accordance with applicable federal, state and local laws. Check us out on: www.riverbed.com @LifeAtRiverbed *LI-ED1 #associate Additional Locations

Riverbed offers a rewarding experience of working with the best minds in the industry, delivering exceptional network performance and visibility for any application. We are proud of our great culture that continuously fosters innovation, collaboration, and diverse work environments. We remain committed to attracting, developing, and retaining the most diverse group of talent to better serve our customers. Riverbed is an equal employment opportunity/Affirmative Action (EEO/AA) employer and provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity or expression, national origin, age, physical disability (including HIV and AIDS), mental disability, medical condition, pregnancy or child birth (including breast feeding), sexual orientation, genetics, genetic information, marital status, veteran status or any other basis protected by and in accordance with applicable federal, state and local laws. Check us out on: www.riverbed.com @LifeAtRiverbed *LI-ED1 #associate
Title: Majors Accounts Sales Executive - Federal Financials/Civilian Accounts Location: Reston, VA Responsibilities: You will manage the strategic selling cycle for 10+ high profile Federal Civilian accounts, such as Dept of Treasury, FDIC, FRB, SEC, and other top Civilian accounts. Establish and maintain long-term client relationships; qualifying new business in addition to participating in retention, cross sell, and up sell opportunities. Lead a complex sales cycle; orchestrating, leveraging and collaborating with additional resources - i.e. partners, inside sales, Solutions (Presales) Engineers, Sales Management, and Executive leadership - when needed. Prepare accurate forecast, document daily activities in salesforce, and perform other task necessary to drive sales revenue and communicate activities to sales management. Work autonomously to meet and exceed assigned revenue targets & goals Sell deeper and wider into assigned accounts. Identifying requirements from other departments within an assigned account and then configuring an appropriate offering from our portfolio to meet those needs. Serve as a Trusted Advisor - identifying, penetrating, and securing potential targets through a relationship-based approach. Requirements: Exceptional track record selling high-end solutions, preferably in one or more of the following disciplines: Application Architectures & Performance Management, Cloud Services (SaaS, IaaS, PaaS), Hybrid Cloud, Subscription Model, Virtualization, and Infrastructure Management into Federal Civilian accounts. 10+ years gov't Sales experience, selling across multiple verticals Previous success with complex sales involving multiple decision makers and sales cycles of 3 to 12 months Strong experience of selling to C-Suite (or one level below) with a good understanding of technology Individual must possess good communication skills and ability to interact with all levels or organizations Good working knowledge of Partner ecosystem and experience establishing and fostering strong Partner relationships. Existing relationships within the assigned client base is preferred. Tenacity, wit and energy to get in front of prime targets and build relationships with new and existing Riverbed clients
60d+ ago

Major Account Executive

Anaplan
Remote
Here at Anaplan, we have reinvented how companies see, plan, and run their businesses. Our platform allows our customers to uncover new insights, connect their strategy to their plans, and work in ways they had not previously thought possible. We're growing fast, constantly innovating, and couldn't be prouder to help our customers move forward with confidence in a sophisticated and changing world.

We are looking for forward-thinking people who bend over backward to put customers first. Individuals who thrive on challenge and are ready to grasp the opportunity of a lifetime. Because we fundamentally believe every colleague brings unique value to our whole. We are a workplace where each person feels seen, heard, and valued, and can contribute their unique talent to our collective effort. We believe that for ourselves and for our customers.
At Anaplan, we are looking for a MAJOR ACCOUNT EXECUTIVE to join one of the fastest growing cloud vendors and make your mark on the industry. You will join a team of individuals who embrace and respect different perspectives, aren't afraid to push boundaries and try new insights, and are passionate about helping our customers and each other succeed. We work hard, but we also don't wait for an excuse to have fun. You will take your consistent track record of new business sales and Account Management of Global 2000 enterprises and sell an incredibly versatile solution that is helping people and companies around the world every day to make better-informed plans and decisions. This role will be a catalyst to Anaplan's revenue growth while inspiring change as a market game-changer. Reporting directly to the RVP (Regional Vice President), you feel comfortable running 4+ major accounts in a defined territory. Major accounts are defined as the most strategic accounts within a specific industry. Depending on your background this could be cross-functional as well as cross-industry. The role offers an opportunity to further develop our footprint by winning new logo accounts as well as expanding opportunities within the current Anaplan customer base. You will be supported by the Anaplan ‘Village' to make you successful, e.g. Sales Development Reps, Marketing, Pre-sales Consultants and Customer Success Team to build customer value and drive business and revenue onto the Anaplan platform. What You'll Be Doing Engaging with targeted enterprise prospects to identify business processes in need of digital transformation and position Anaplan's unique ability to tackle critical business problems Building Anaplan's business value throughout the selling engagement. Navigating sophisticated prospect environments to align the prospect around the Anaplan solution Developing and owning Integrated Account Planning and Opportunity Planning process Utilizing Anaplan's value-based selling methodology and tools such as Salesforce.com to run sales processes and accurately forecast business Employing world-class account leadership skills to identify account expansion opportunities by cross-selling and up-selling opportunities within targeted “major” accounts Conducting highly effective presentations to C-level executives and key C-suite level decision makers focusing on the Office of the CFO Performing strategic sales planning, leading to accurate forecasting of the business More About You 10+ years' above quota sales experience and successful selling into fortune 500 large and/or strategic company space Success selling into the highest levels of these accounts with a C-Suite focus Deep experience selling SaaS solutions, either directly or in partnership with a Big 4 consulting firm preferred Strong senior executive network within your territory High degree of proficiency in value based selling strategies with a strong desire to continue to learn and improve your skills Ability to deeply understand the customer's business problems, key imperatives with a focus on a long-term relationship, increased relevance and investment in Anaplan. Ability to understand and navigate through sophisticated, large company environments by establishing strong executive relationships Passionate about white boarding and journey mapping with prospects and creative selling Optimally led sales for a new solution category in a high growth market Experience working within a dynamic, fast paced environment Industry vertical experience relevant to the territory Domain understanding (e.g. Supply Chain, FP&A, Workforce Planning and Sales) and knowledge of how these functions plan and process work and make decisions strongly preferred BS/BA degree preferred #LI-Remote Our Commitment to Diversity and Inclusion Build your job in a place that thrives on diversity, inclusion, and belonging. We believe in maintaining a hiring and working experience in which all people are respected and valued, regardless of gender identity or expression, sexual orientation, religion, ethnicity, age, neurodiversity, disability status, citizenship, or any other aspect which makes people unique. We hire you for who you are, and we want you to bring your true self to work every day! COVID-19 Protecting the health and safety of our communities, including our employees and of those considering a career at Anaplan, is our highest priority. We continue to closely monitor the evolving situation and we appreciate your understanding and flexibility with any related changes to our interviewing process.
13d ago

EAM Account Executive - Major Accounts

Infor
Remote
EAM / Maintenance 4.0-Sr Account Executive

Remote US

Infor EAM, #1 in Gartner's Magic Quadrant, has an immediate need for a Sr. Account Executive to join their sales team.

The Sr Account Executive (SAE) will be responsible for direct business development for a named list of Infor's Top Strategic Manufacturing Accounts. The SAE shall work alongside the Account Directors to identify and qualify new sales opportunities and execute an intelligent pursuit plan to sell Infor Cloud Asset Management solutions, while maintaining successful relationships with clients beyond the initial software sale. A solution selling background is expected as you position Predictive Maintenance 4.0 "PdM4.0," problem solving in complex enterprise manufacturing markets.

A Day in The Life Typically Includes:

* Working closely with prospective clients to understand their business objectives and create appropriate solution to meet their business needs.
* Articulating the Infor Asset Management, Maintenance 4.0 value proposition and successfully communicate the competitive advantages, resources and processes to client and prospects.
* Developing compelling value propositions based on ROI cost/benefit analysis.
* Developing customer account strategies and tactical go-to-mkt plans while establishing, documenting and maintaining solid communication and follow-up procedures for all assigned accounts.
* Working closely with the Account Directors to divide and concur pipeline development, net new, upsell and no customer left behind account strategies.
* Leading or contributing to the creation of Infor positions and strong POVs on specific EAM industry topics
* Maintaining a 4x pipeline and achieving consistent quarterly quota.

What You Will Need:

* 10+ years Proven software sales record with large, complex, strategic accounts in N. America
* Demonstrated success in achieving $1M+ annual quota
* Strong understanding of the competition
* Track record of establishing and managing executive level customer relationships
* Experience managing multiple complex sales cycles simultaneously
* Experience in a matrix-management environment with extended team members
* Minimum Bachelor's degree; Industrial Manufacturing a plus
* 5+ years of Asset Management software sales; Enterprise Asset Mgt. "EAM," Manufacturing Execution Systems "MES" and or Asset Performance Mgt. "APM" background required

Infor Values:

Our Guiding Principles set the standard for how we work with one another. They define who we are as an organization and guide everything we do. By applying the same shared values that unleash prosperity in free societies-such as value creation, integrity, responsibility, free speech, and toleration-we encourage one another to take initiative and to challenge the status quo.

We have a relentless commitment to a culture based on a business philosophy called Market Based Management (MBM ). Informed by the principles that allow a free and open society to flourish, MBM prepares individuals to innovate, improve, and transform while fostering a healthy, growing organization that creates long-term value for its clients and supporters and fulfillment for its employees.

Infor does not discriminate in employment opportunities or practices on the basis of race, color, creed, religion, sex, gender identity or expression, sexual orientation, national origin, genetics, disability, marital status, age, veteran status, protected veterans, military service obligation, citizenship status, individuals with disabilities, or any other characteristic protected by law applicable to the state in which you work.If you have a disability under the Americans with Disabilities Act or similar law, and you wish to discuss potential accommodations related to applying for employment at our company, please contact Human Resources at 470-548-7173 and/or ADAAA@infor.com.

Applicants to and employees of most United States private employers, state and local governments, educational institutions, employment agencies and labor organizations are protected under Federal law from discrimination. For additional information please see EEO is the Law poster, the EEO Supplemental as well as the Statement of Policy. If you would like to view a copy of the company's affirmative action plan or policy statement, please emailus.hrprograms@infor.com.

#LI-GS1

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28d ago

Major Account Executive

Snowflake Computing
Remote
There is only one Data Cloud. Snowflake's founders started from scratch and designed a data platform built for the cloud that is effective, affordable, and accessible to all data users. But it didn't stop there. They engineered Snowflake to power the Data Cloud, where thousands of organizations unlock the value of their data with near-unlimited scale, concurrency, and performance. This is our vision: a world with endless insights to tackle the challenges and opportunities of today and reveal the possibilities of tomorrow.
About Snowflake Founded by industry experts and backed by strategic investors, our disruptive built-for-the-cloud architecture was designed to push the limitations of conventional data warehousing. Our teams breed ambition, challenge ordinary thinking, push the pace of innovation, in-service of the exploding demand for accessible data. Snowflake is growing fast and we're scaling our team to help enable and accelerate our growth. We're passionate about our people, our customers, our values and our culture! We're also looking for people with a growth mindset and the pragmatic insight to solve for today while building for the future. And as a Snowflake employee, you will be accountable for supporting and enabling diversity and belonging. Snowflake started with a clear vision: make modern data warehousing effective, affordable, and accessible to all data users. Because traditional on-premises and cloud solutions struggle with this, Snowflake developed an innovative product with a new built-for-the-cloud architecture that combines the power of data warehousing, the flexibility of big data platforms, and the elasticity of the cloud at a fraction of the cost of traditional solutions. Position Summary: The Major Account Executive is responsible for building strategic client relationships within a defined territory. Individuals who excel at this job have mastered the art of strategic selling by building strong relationships at CxO level throughout complex organisations. The most senior level sales individual is viewed as an expert by the company and the field, having broad expertise or unique knowledge of value selling techniques. As a Major Account Executive at Snowflake, you will: Develop strategic relationships within identified, strategic accounts. Be the trusted advisor to the customer at the most senior levels and drive thought leadership by understanding their existing and future IT roadmap to drive the Snowflake solution within their organisation. Challenge the customers status-quo around their current business operations. Propose solutions which enable and align to the customers growth strategies through technology innovations. Collaborate with marketing & GSI partner organisation to develop high-level plans to drive revenue growth. Mastered a solution-based approach to selling with experience managing complex sales processes We are looking for someone with: 10+ years of full cycle sales experience. An emphasis on cloud, databases, business intelligence software, data warehousing and SaaS is preferred. Proven ability to independently develop, manage and close new client relationships at CxO level in Major, complex accounts. Experience building relationships with Economic Buyers and Executive Sponsors Experience hitting quota of $3m+ of ARR per year Mastered a solution-based approach to selling with experience managing complex sales processes Pro-active, independent thinker with high energy/positive attitude Excellent verbal and written communication, presentation, and relationship management skills Ability to thrive in fast-paced startup environment This role is a unique opportunity to contribute in a meaningful way to high visibility, high impact projects at a very exciting time for the company. Snowflake is an innovative, high-growth, customer-focused company in a large and growing market. If you are an energetic, self-managed professional with experience managing a complex sales process and possess excellent presentation and listening skills, organization and contact management capabilities, we'd love to hear from you. We're looking for people who share our passion for ground-breaking technology and want to create a lasting future for you and Snowflake. Are you up for the challenge? Snowflake is growing fast, and we're scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake. How do you want to make your impact?
20d ago

Major Account Executive (SLED)

Forgerock
Remote or Austin, TX
In today's highly connected digital world, understanding, managing and securing the identity of individuals and things is essential to safety and success of both businesses and their customers Billions of people connect from anywhere, use a wide variety of devices and expect a seamless yet secure experience.

The ForgeRock mission is to provide the most simple and comprehensive Identity and Access Management Platform to help our customers deepen their relationships with their consumers and improve the productivity and connectivity of their employees and partners. Our identity solution enables great digital experiences and is embedded with a rich set of security, privacy and consent features. We deliver our platform through both cloud services and on-premises software.

Our customers are some of the biggest companies, organizations, and even countries in the world. On any given day, it's likely that the ForgeRock Identity Platform helped keep your data safe, gave you access to stuff, and supported trusted relationships between you, companies and the devices you were using.

ForgeRock is headquartered in San Francisco, but we are a global company with offices in the following cities: Vancouver, WA; Austin, TX; Bristol, UK; Grenoble FR; Oslo NO; and Singapore. Please read more about us at forgerock.com or follow ForgeRock on Twitter at http://www.twitter.com/forgerock.
The Role: Reporting to the local Regional Vice President, this is a strategic sales role as we accelerate our growth at this crucial stage in our company's development. You will be tasked with driving sales within your sector, working within a quarterly cycle. ForgeRock's growth now requires repeatable success. You will have evidence of solution selling and success in building extraordinary customer relationships and role modelling your behaviours within a team. The ability to leverage the partner community, architect solutions, and reach into a well-established network will position you for future success. In order to acquire, retain and extend customer relationships, you will be a high performer who uses data, previous experience and current feedback to finesse your approach. Focused on the work needed to be done, and culturally conscious of the way to do the work, you will be constantly aware of the true measurements of success. Your mindset should be passionate, authentic, and hungry, with a natural ability to find the best opportunities and to drive them to a successful conclusion. Responsibilities: Business Management: Position ForgeRock as the company of choice for Identity & Access Management within the Public Sector. Creates, implements, measures and reviews a personal plan that drives achievement of performance goals aligned to the Regional sales strategy Position and articulate ForgeRock's value proposition to strategic sector customers, with a view to driving business value to these customers and therefore maximizing the business opportunity for ForgeRock Be “the” visible contact point for the relevant customers in the Public Sector, within ForgeRock Ability to work remotely of the main ForgeRock Hubs and to engage the relevant support functions/management for customer interactions Negotiate and close Strategic and complex enterprise contracts with the support of global partners Develops accounts utilizing a value selling approach and account planning Reports on sales activity and forecasts to senior management Prepares indicative subscription pricing and customer offers, including reviewing broader opportunities such as training and professional services modules, and guides Request for Proposal responses Identifies and pursues opportunities to expand business activities within areas of responsibility Plans and controls the expense associated with area of responsibility even if not responsible for overall cost center Establishes working relationships with external parties which support the achievement of business goals Complies with all relevant systems and procedures Provides customer feedback to marketing, customer success, product management, and engineering teams Coaches/mentors new team members as requested by the RVP Resource Management: Accurately forecasts and achieves sales targets Identifies and allocates appropriate resources to opportunities Utilizes partner network pro-actively Works collaboratively to acquire additional/specialist resources, including legal, finance and marketing Customer Management: Has established sector-related C level contacts Has a clear understanding related to the specific rules & regulations, of the market and understands how to orchestrate success within this framework Builds relationships with customers (internal or external) as necessary - previous executive engagement and network is key to the success of this role Knowledge of other Enterprise segments is a plus, as the person might cover some private customers across the East region Builds relationships with customers (internal or external) as necessary - previous executive engagement and network is key to the success of this role Required Skills & Qualifications: Successful record dealing with strategic buyers Expertise in technology sales, preferably software Results-oriented with multiple years meeting or exceeding quota within the market Sustainable record of signing strategic and large projects of €1M, with long and complex sales cycles Has worked in an International matrixed organisation with related language skills At least 10 years in solution sales with access to the relevant C Level contacts Deep knowledge of the relevant key drivers of change in the industry. Understanding of the security/Identity market a plus Partner knowledge: Working with partners/SI's to sell with/sell through the solution Trained in Value Selling and account planning Methodologies. Life at ForgeRock: We believe in and facilitate a flexible, collaborative work environment. We're growing quickly, but remain true to the innovative, can-do startup values that got us here. Most importantly, we keep hiring talented, smart, fun, and genuinely nice people because that's who we want to succeed with every day. Here are just a few of the things that make ForgeRock special: A company culture that empowers you to do your best work. Employee Resource Groups that create a sense of belonging for everyone. Regular company and team bonding events. Competitive benefits and perks. Recognition programs that reward employees with meaningful experiences. Global volunteering and community initiatives ForgeRock is the collective sum of all our individual experiences, backgrounds and influences and we pride ourselves in growing and learning together. We are committed to building an inclusive and diverse environment where everyone's individuality is respected and everyone has an Identity. In recruiting for new colleagues, we welcome the unique contributions you can bring and encourage you to be your best self. We are an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.
20d ago

Major Account Executive (SLED)

Foundation Capital
Remote or Austin, TX
In today's highly connected digital world, understanding, managing and securing the identity of individuals and things is essential to safety and success of both businesses and their customers. Billions of people connect from anywhere, use a wide variety of devices and expect a seamless yet secure experience.

The ForgeRock mission is to provide the most simple and comprehensive Identity and Access Management Platform to help our customers deepen their relationships with their consumers and improve the productivity and connectivity of their employees and partners. Our identity solution enables great digital experiences and is embedded with a rich set of security, privacy and consent features. We deliver our platform through both cloud services and on-premises software.

Our customers are some of the biggest companies, organizations, and even countries in the world. On any given day, it's likely that the ForgeRock Identity Platform helped keep your data safe, gave you access to stuff, and supported trusted relationships between you, companies and the devices you were using.

ForgeRock is headquartered in San Francisco, but we are a global company with offices in the following cities: Vancouver, WA; Austin, TX; Bristol, UK; Grenoble FR; Oslo NO; and Singapore. Please read more about us at forgerock.com or follow ForgeRock on Twitter at http://www.twitter.com/forgerock.
The Role:
Reporting to the local Regional Vice President, this is a strategic sales role as we accelerate our growth at this crucial stage in our company's development. You will be tasked with driving sales within your sector, working within a quarterly cycle.
ForgeRock's growth now requires repeatable success. You will have evidence of solution selling and success in building extraordinary customer relationships and role modelling your behaviours within a team. The ability to leverage the partner community, architect solutions, and reach into a well-established network will position you for future success.
In order to acquire, retain and extend customer relationships, you will be a high performer who uses data, previous experience and current feedback to finesse your approach. Focused on the work needed to be done, and culturally conscious of the way to do the work, you will be constantly aware of the true measurements of success. Your mindset should be passionate, authentic, and hungry, with a natural ability to find the best opportunities and to drive them to a successful conclusion.

Responsibilities:
Business Management:

Position ForgeRock as the company of choice for Identity & Access Management within the Public Sector.
Creates, implements, measures and reviews a personal plan that drives achievement of performance goals aligned to the Regional sales strategy
Position and articulate ForgeRock's value proposition to strategic sector customers, with a view to driving business value to these customers and therefore maximizing the business opportunity for ForgeRock
Be "the" visible contact point for the relevant customers in the Public Sector, within ForgeRock
Ability to work remotely of the main ForgeRock Hubs and to engage the relevant support functions/management for customer interactions
Negotiate and close Strategic and complex enterprise contracts with the support of global partners
Develops accounts utilizing a value selling approach and account planning
Reports on sales activity and forecasts to senior management
Prepares indicative subscription pricing and customer offers, including reviewing broader opportunities such as training and professional services modules, and guides Request for Proposal responses
Identifies and pursues opportunities to expand business activities within areas of responsibility
Plans and controls the expense associated with area of responsibility even if not responsible for overall cost center
Establishes working relationships with external parties which support the achievement of business goals
Complies with all relevant systems and procedures
Provides customer feedback to marketing, customer success, product management, and engineering teams
Coaches/mentors new team members as requested by the RVP

Resource Management:

Accurately forecasts and achieves sales targets
Identifies and allocates appropriate resources to opportunities
Utilizes partner network pro-actively
Works collaboratively to acquire additional/specialist resources, including legal, finance and marketing

Customer Management:

Has established sector-related C level contacts
Has a clear understanding related to the specific rules & regulations, of the market and understands how to orchestrate success within this framework
Builds relationships with customers (internal or external) as necessary - previous executive engagement and network is key to the success of this role
Knowledge of other Enterprise segments is a plus, as the person might cover some private customers across the East region
Builds relationships with customers (internal or external) as necessary - previous executive engagement and network is key to the success of this role

Required Skills & Qualifications:

Successful record dealing with strategic buyers
Expertise in technology sales, preferably software
Results-oriented with multiple years meeting or exceeding quota within the market
Sustainable record of signing strategic and large projects of €1M, with long and complex sales cycles
Has worked in an International matrixed organisation with related language skills
At least 10 years in solution sales with access to the relevant C Level contacts
Deep knowledge of the relevant key drivers of change in the industry.
Understanding of the security/Identity market a plus
Partner knowledge: Working with partners/SI's to sell with/sell through the solution
Trained in Value Selling and account planning Methodologies.

Life at ForgeRock:
We believe in and facilitate a flexible, collaborative work environment. We're growing quickly, but remain true to the innovative, can-do startup values that got us here. Most importantly, we keep hiring talented, smart, fun, and genuinely nice people because that's who we want to succeed with every day.
Here are just a few of the things that make ForgeRock special:

A company culture that empowers you to do your best work.
Employee Resource Groups that create a sense of belonging for everyone.
Regular company and team bonding events.
Competitive benefits and perks.
Recognition programs that reward employees with meaningful experiences.
Global volunteering and community initiatives

ForgeRock is the collective sum of all our individual experiences, backgrounds and influences and we pride ourselves in growing and learning together. We are committed to building an inclusive and diverse environment where everyone's individuality is respected and everyone has an Identity. In recruiting for new colleagues, we welcome the unique contributions you can bring and encourage you to be your best self.

We are an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.

Apply for this job

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Average Salary For a Major Account Executive

Based on recent jobs postings on Zippia, the average salary in the U.S. for a Major Account Executive is $72,612 per year or $35 per hour. The highest paying Major Account Executive jobs have a salary over $105,000 per year while the lowest paying Major Account Executive jobs pay $49,000 per year

Average Major Account Executive Salary
$72,000 yearly
$35 hourly
Updated October 21, 2021
49000
10 %
72000
Median
105000
90 %

Highest Paying Cities For Major Account Executive

0 selections
CityascdescAvg. salaryascdescHourly rateascdesc
San Francisco, CA
$94,705
$45.53
Washington, DC
$79,804
$38.37
New York, NY
$75,377
$36.24
Pittsburgh, PA
$73,660
$35.41
Chicago, IL
$70,845
$34.06
Coppell, TX
$69,389
$33.36

5 Common Career Paths For a Major Account Executive

Senior Account Executive

A Senior Account Executive is responsible for enforcing and attaining sales targets, developing strategies on building a more substantial client base, handle and resolve issues on accounts, and even recommend guidelines that could improve the trajectory of company sales. Moreover, a Senior Account Executive must also oversee and direct a team of representatives and skilled account executives to meet the same goals and objectives. A great deal of communication would also arise as Senior Account Executive must communicate with clients, even negotiate contracts.

Account Manager

Account managers are employees who act as the bridge between the company they represent and the client of the company. They are assigned to handle specific clients so that the company will be able to tailor-fit any product or service according to the clients' requirements. Account managers are responsible for maintaining a harmonious relationship between the two parties by ensuring that any agreement made is amenable to both the company and the client. They are also responsible for ensuring that the company will be able to provide the needs of the client within any limitation that the client may have. Account managers also ensure that the company's reputation and well-being are always considered in any dealings.

Sales Manager

Sales managers are responsible for leading the organization's sales team. They oversee the progress and performance of the whole team, set area assignments to team members, and set weekly or monthly quotas. Sales managers oversee training team members during onboarding and providing further coaching to help them achieve their goals. They manage the challenges that team members may meet and help mitigate any problems that come along the way. Sales managers also set the strategic direction of the sales team and follow through by ensuring that the team's activities are in line with the goals.

Regional Sales Manager

A regional sales manager is responsible for monitoring the sales and distribution of goods and services within a specific region. Duties of a regional sales manager also include analyzing expenses and cost estimates, ensuring that operations meet budget goals with the highest quality, researching current market trends for sales performance development, providing sales training, and presenting sales reports. A regional sales manager must have strong leadership and decision-making skills to enforce policies and procedures to boost operations performance.

Director Of Sales

A sales director is responsible for managing the sales operation of the team, ensuring that members comply with the sales strategies and procedures in meeting sales goals. Sales directors' duties include maintaining consistency of sales targets, providing reports and important updates for sales improvement, managing customers' inquiries and resolving complaints, launching new services to expand product offers, researching the current market trends, and improving sales plans. A sales director must have excellent leadership and decision-making skills to support and acknowledge the team's best efforts.

Illustrated Career Paths For a Major Account Executive