Territory account executive job description

Role Description As an Enterprise Account Executive (new logo hunter), you will take ownership of an assigned territory focused on bringing in our highest value net new logo opportunities.

To achieve this, you will bring Dropbox s product capabilities and value to potential clients, gain insight into their business challenges and goals, and help them find new and enlightened ways to collaborate and operate their business.

The successful candidate has experience building relationships with executive-level contacts, co-selling with channel partners, and is adaptable to changing or ambiguous environments.

You must be highly results-driven, customer-focused, business savvy, and innovative at building internal and external relationships to help our clients transform their businesses!

Responsibilities Identify, develop and scale out a territory-specific account acquisition strategy to close new business opportunities by creatively breaking into net new logo accounts, prospecting into multiple lines of business, and being a visionary to help prospects craft their digital transformation (hunting 100% white space accounts) Demonstrate expertise in building business cases that clearly show value and differentiation at all levels of your customer s organization Build strong relationships with local channel partners to collaboratively work with key personas within their accounts and identify opportunities for Dropbox, HelloSign, and DocSend Mobilize and collaborate with a broad account team, including channel partners and technical support teams, to create visibility with target accounts, drive engagement of target prospects at both the individual contributor and executive level, and move these accounts through the sales process Constantly generate pipeline through ever-evolving techniques, tools, product demonstrations, field marketing initiatives, trade shows, and top-tier channel partners.

Construct, forecast, and manage your sales activity and pipeline to meet revenue targets and company goals Drive revenue by identifying and closing a list of named accounts Requirements Successfully sold software to top companies in an assigned territory Experience hunting in to and closing strategic/complex deals with accounts with 500+ employees Experience co-selling with channel partners Consistent track record of over-achievement, net new logo accomplishments, and a keen understanding of leveraging channel partnerships A hunter's mindset focused on excellence in pipeline generation and opportunity progression, including diligent planning and preparation.
Strong prospecting, discovery, negotiation, and closing skills are your specialty.
Excellent collaboration skills and the ability to build long-lasting relationships across your team and the company Ability to travel locally for marketing events and meeting partners and customers An in the field mentality leading you to meet customers & prospects face to face wherever possible and capable of working in a Virtual First environment BA or BS degree or equivalent experience Preferred: Deep knowledge and understanding of the territory Preferred: Experience hunting and work with accounts with 1000+ employees PandoLogic. Keywords: Sales Account Executive, Location: Fort Worth, TX - 76166

About You
You have a strong work ethic, are reliable and consider yourself a go-getter. You enjoy working both in an office setting and outdoors. You manage your time wisely and feel accomplished after a hard day's work. Talking to new people every day energizes you, and you can be counted on for your persistence, persuasiveness, and attention-to-detail.

Position Snapshot
You would be responsible for selling industrial, emergency response, transportation, recycling, disposal and treatment services to the oil and gas, industrial, bulk transport, environmental and government entities in US Ecology's Gulf Region. You maintain and grow relationships with customers, while achieving assigned sales and profit growth goals. You will also retain existing business, support the company's complete product and service offerings and pursue profitable growth opportunities.

Day in the Life
You can expect to:
Develop and secure new profitable business for the company Develop strategies for growing revenues in geographic markets or specific service lines Complete required sales reports, forecasts, or other reports Prepare price quotations and proposals Assist in collection of receivables if accounts are delinquent Make recommendations to sales management regarding pricing strategies Coordinate with management to develop effective strategies for closing prospect opportunities Execute approved business development plans for assigned sales territory Contact existing customers to ensure account retention Help determine necessary resources for projects based on cost estimates and budgetary constraints Participate in site evaluations and prepare inclusive quotes that include scope of work, price estimates and contingencies

What you need to apply
Bachelor's degree in Business Administration, Environmental Science or related field; or and equivalent combination of education and experience5 years of related sales experience Knowledge and understanding of sales and environmental industry Ability to organize projects across the company and report on activity

For your hard work
Opportunity for professional growth Employer paid certifications and training100% employer paid medical option for you Incentive programs Paid Time OffCash recognition programs Find out more at www.usecology.com

US Ecology is an Equal Opportunity/Affirmative Action Employer. We consider all qualified applicants without regard to race, religion, color, sex, gender, national origin, age, sexual orientation, disability or veteran status, among other factors.

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Position Overview

The Target Account Sales Executive (TASE) is responsible for expanding new business and renewals in key accounts to meet/exceed financial and business objectives. This job is assigned a sales quota and performance is measured by meeting or exceeding quarterly and annual targets by up-selling, add-on sale, and cross-selling. This position reports to a Territory Sales Leader and will work closely with our Inside Sales Team, Autodesk Partner Management, Autodesk Channel Partners, Account Based Marketing and Autodesk Field Sales.

Responsibilities
Generate new business by creatively expanding existing accounts.Proactively own renewals in key accounts.Evaluate and prepare business plans for each assigned account. This involves evaluating the customer profile, creating value messaging, and targeting key steps needed to execute the account plans.Develop important and effective relationships within the account including Key Executives and translate customer challenges and opportunities into unique business value.Ensure the Autodesk team delivers Business Value to the Account(s), builds effective Account Business plan and execute upon the plan, builds, maintains and grows opportunity pipeline within Account(s), uses sound call planning to drive business results and makes continuous improvement in moving Autodesk from vendor to trusted advisor.Manage accounts through entire sales process; Outside field sales position, physically at customer location for business development, prospecting, and specifications through contract negotiations, signing, and post-sales support.Deliver an accurate weekly, monthly & quarterly forecast of business.Partner collaboratively with channel partners in order to understand their business, creatively adopt programs to drive new revenue, and expand business partner relationships.Reach out and provide regular customer feedback to the product, industry & strategic marketing teams to help identify product strengths and areas of improvement.Negotiate deals and contracts at various levels within the targeted account, with primary focus/importance on “C” and enterprise level negotiations.Sell complex service engagements and creatively seek alternative solutions where necessary.Be a Trusted Adviser for customers and identify win/win situations.Help customers and the company develop success reference stories.
Minimum Qualifications

A proven sales track record carrying a quota in a direct led mid-market sales environment offering complex business solutions Strong sales process and account planning skills (TAS, Value Based Selling) Strong executive selling and relationship experienceA proven track-record in managing and growing global accounts Channel sales experience Native or Full Professional in Finnish and Fluent English language skills Preferred Qualifications Architecture, Engineering and Construction (AEC) industry experience would be advantageous

At Autodesk, we're building a diverse workplace and an inclusive culture to give more people the chance to imagine, design, and make a better world. Autodesk is proud to be an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender, gender identity, national origin, disability, veteran status or any other legally protected characteristic. We also consider for employment all qualified applicants regardless of criminal histories, consistent with applicable law.

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