Commerical Account Executive

The Commercial Account Executive is a dynamic sales professional responsible for driving growth within accounts that have annual revenues of less than $2B. This role is focused on new logo acquisition, targeting and securing new business opportunities. The Commercial Account Executive will manage and expand relationships within assigned accounts, focusing on delivering tailored solutions that align with client objectives. Collaborating with cross-functional teams, the Commercial Account Executive will execute account strategies and close deals on a quarterly basis. 

Responsibilities 

• Sales Quotas: Meet assigned quotas by selling a comprehensive suite of software solutions to commercial accounts. 

• New Logo Acquisition: Identify, target, and secure new business opportunities, focusing on acquiring new logos and expanding the customer base. 

• Business Development: Identify, develop, and manage new business opportunities while growing sales within existing accounts. 

• Sales Process: Lead the sales process from prospecting to deal closure, ensuring a value-based engagement approach. 

• Forecasting: Accurately forecast sales and maintain up-to-date opportunity profiles in CRM tools such as Salesforce.com. 

• Relationship Building: Build relationships with key decision-makers, including departmental leaders and executive sponsors. 

• Sales Activities: Oversee all sales activities within assigned accounts, maintaining alignment with account strategies. 

• Client Understanding: Understand client business processes and provide tailored technology solutions to address their needs. 

• Product Expertise: Develop expertise in the company’s product portfolio, including PLM, IoT, CAD, AR, and other digital tools. 

Skills and Knowledge 

• Consultative Selling: Strong consultative selling and relationship management skills, with the ability to communicate value to mid-level and senior decision-makers. 

• Sales Targets: Proven track record in achieving sales targets, with experience in selling software solutions. 

• CRM Tools: Familiarity with CRM tools and sales forecasting, with attention to data accuracy. 

• Industry Knowledge: Basic knowledge of industry-specific challenges and the ability to identify scalable solutions for commercial accounts. 

• Sales Methodologies: Knowledge of sales methodologies such as MEDDIC or Command of the Message is beneficial but not required. 

Experience 

• Software Sales: 10+ years of experience in software sales, with a successful track record of meeting or exceeding quotas. 

• New Business Development: Demonstrated success in new logo acquisition and developing new business opportunities. 

• Account Management: Experience in managing accounts and developing business within commercial environments. 

• Complex Sales Cycles: Exposure to complex sales cycles and account development is preferred. 

Minimum Qualifications 

• Education: Bachelor’s degree in Business, Engineering, or a related field, or equivalent experience. 

• Travel: Ability to travel as needed to support client and business requirements.