iCIMS - Inhouse Account Executive IV - Enterprise in Matawan, New Jersey

Overview:

The Account Executive IV - Enterprise achieves maximum sales profitability, growth and account penetration within the Enterprise Low market segment. The AE IV establishes, develops and maintains effective business relationships with prospective customers to generate new business for iCIMS’ product suite. Reporting to the Enterprise Sales Manager, the AE IV works toward a monthly quota to achieve sales goals.

Responsibilities:

  • Targets companies within segment that prioritize winning the war for talent and attracting the best people to their organization.

  • Drives new business within assigned segment.

  • Builds and maintains relationships with customers at all levels, including senior leadership and C-suite, to assess needs and effectively link product value, features/benefits to those needs.Works internally to align appropriate team sell-approach.

  • Follows well defined sales methodology to ensure prospects are a good fit for iCIMS’ long term.

  • Understands big picture of iCIMS’ product suite and how it can fit into client organization. Closes deals while setting stage for additional product sales within organization.

  • Presentsand positions iCIMS’ products/services to prospective customers via on site visits. Represents the iCIMS organization with professionalism and integrity.

  • Partners with iCIMS’ Sales Engineers to demonstrate product capabilities.

  • Builds sales funnels through prospecting efforts including but not limited to client referrals, regional networking, webinars and cold calling.

  • Follows-up and actions on new leads and referrals resulting from marketing and prospecting activity.

  • Develops and maintains detailed product and marketplace understanding to help prospective customers make well informed buying decisions.

  • Plans and organizes personal sales strategy by thoroughly understanding prospective customer’s business cycles and timing.

  • Prepares presentations, demonstrations, investment summaries, and sales contracts.

  • Closes deals of significant size, complexity and sales cycle length.

  • Effectively builds and maintains partnerships with clients, prospects and people at all levels across the company. Contributes to team and company success.

  • Consistently targets and closes deals of significant complexity while setting stage for additional product sales within organization.

  • Effectively interfaces with multiple departments within client organization including C – Suite.

  • Consistently ensures that business is conducted with integrity at all times and that behavior aligns with iCIMS’ core competencies.

  • Uses Salesforce CRM to track and record sales activity to ensure that metrics can be accurately measured.

Qualifications:

  • Bachelor's degree preferred orequivalent combination of education and work experience.

  • A minimum of 10 years of sales experience desirable, preferably in the Software-as-a-Service space, but not essential. At least 5 years of this expereince must be in sales to enterprise sized companies.

  • Superior knowledge of the practices and principles related to sales techniques. HCM sales experience strongly preferred.

  • Skilled at closing deals that are more advanced and large in scope and size. Customers consistently have high elements of complexity (i.e. decentralized or with multiple business units / brands).

  • Consistently applies strategic approach to deal crafting and relationship building.

  • Proven track record in soliciting and closing B2B sales against a quota.

  • Demonstrated effectiveness in new business development strategies and lead qualification.

  • Ability to multi-task and handle multiple prospective clients and issues simultaneously.

  • Proven ability to leverage established relationships and proven sales techniques for success.

  • Ability to clearly present and effectively overcome objections.

  • Demonstrated aptitude for problem-solving.

  • Able to work both independently and within a team environment.

  • Computer literate; proficiency with Microsoft Office (PowerPoint, Excel, Outlook).

  • Excellent communication and interpersonal skills. Articulates thoughts and ideas clearly, concisely, and persuasively with appropriate empathy.

  • Ability to work effectively within a fast paced, changing environment that is going through high growth.

  • A self-starter with the demonstrated ability to take initiative.

  • Strong results orientation with a focus on closing long term sales cycles.

  • Demonstrated customer service orientation. Creates and sustains ongoing forums that encourage two-way communication opportunities.

  • Able to communicate with and influence multiples layers of organizations, including Senior Leadership. Through a constant presence, becomes aware of changes in a customer’s organization and alters sales plan accordingly.

  • HIghly effective at developing and maintaining client relationships at senior management (C– Suite) levels.

  • Ability to travel at 50%+.

ID 2017-3131

# of Openings 1

Location US-NJ-Matawan

Category Sales

Department Sales

Posting Level Professional