Enterprise Account Executive

Job Description
Amazing Career Moments Happen Here
Digital connectivity is the lifeblood of innovation. At Ivans, a division of Applied, we are at the heart of what is driving innovation across the entire insurance ecosystem. This is just one of the things that makes Ivans such a cool place to work. Making a difference - for the industry and within our team - is what pushes us to do better each day.
Our culture is about more than developing the best technology. It's about being innovative, investing in our team, creating a customer-centric environment, and setting the industry up for the future.
Position Overview
We are searching for an Enterprise Account Executive who will be responsible for selling products and services to existing strategic clients that will have a major impact on the long-term success of the business, via telephone, virtual, and onsite engagements. Responsible for closing new logos and expanding existing accounts within an established geographic territory and/or product line. This is primarily an outside sales role. The senior Enterprise Account Executive will be working under minimal supervision.
What You'll Do

• Create strategic account plans for key/targeted accounts identifying key individuals, initiatives, and actions to deliver solutions and anticipate/manage problems delaying customer purchase decisions; compress sales cycle by working with those charged with developing product value analyses and purchase justifications.
• Disseminate customer needs and the penetration strategy and tactics to bring alignment to company product road maps and sales and marketing activities.
• Gather market feedback on product performance, industry trends, competitive products, and strategies.
• Utilize a consultative approach to manage existing business relationships, build sound retention strategies, increase business, ensure customer satisfaction, utilize strong negotiation efforts to preserve business, and handle escalated customer issues.
• Develop/maintain in-depth knowledge of our clients' products and services and their practical application to operating challenges faced by the organization and customers on a day-to-day basis.
• Develop and manage strong relationships within each customer's functional department management and C-level executives.
• Establish an excellent working relationship with new and existing clients, continuously striving to improve the business relationship and level of overall service being provided.
• Directs prospecting and sales activities for large prospects, insurance companies and specified named clients.
• Pursues a program of self-development using selected reading, seminars, and participation in continuing education.
• Identifies and communicates possible improvements in the work process for customers and peers.
• Provides monthly, accurate forecasts to the Senior Vice President, Enterprise Sales.
• Meets or exceeds assigned monthly, quarterly, and annual sales goals.
• Follows the Applied Solution Selling methodology.
• Represents Applied Systems by learning all Applied products and services, including their application to the insurance industry.

We're Excited to Learn More About You

• Must have 5+ years of insurance industry experience or equivalent.
• Must have 5+ years of experience providing software solutions to large corporations.
• 10+ years successful sales experience, with a consultative/solution methodology
• A proven track record of quota over-achievement
• Excellent demonstration, presentation, negotiation, and conflict resolution skills
• Excellent knowledge of all products and services; market and competition
• Proficiency in using Salesforce or other CRM systems.
• Knowledge of Insurance Industry and its distribution system
• Solid time management skills
• Ability to prioritize and multi-task multiple projects.
• Manages competing demands.
• Functional proficiency with Microsoft Word, Excel, Outlook, and PowerPoint
• Bachelor's degree or equivalent work experience

You may have other skills or credentials, including:

• Insurance industry experience
• Expertise in Salesforce
• Expertise with Slack

We know that talent comes from all backgrounds and experience levels. We encourage military members and their spouses, as well as candidates without a degree or a background in tech to apply!
When You Join Team Applied, You Can Expect:
A culture that values who you are and recognizes that you aren't just an employee; you are a teammate, and you matter. We thrive on the benefits of our different experiences and celebrate the uniqueness our teammates bring to work with them every day.
We flex our time together , collaborating remotely and in-person to empower our teams to work in the ways that work best for them.
A comprehensive benefits and compensation package that centers our teammates and helps them to bring their best to work every day:

• Medical, Dental, and Vision Coverage
• Holiday and Vacation Time
• Health & Wellness Days
• A Bonus Day for Your Birthday

Learn more about the people behind our products at https://www.ivans.com
Your Security Matters:
Our candidates' personal information and online safety are top of mind for us. At Ivans, a division of Applied, we proactively protect your personal information and only communicate with candidates via a secure @appliedsystems.com email or through our official careers portal. Recruiters will never request payments, ask for financial account information or sensitive information like social security numbers.
EEO Statement
Applied Systems is proud to be an Equal Employment Opportunity Employer. Diversity and Inclusion is a business imperative and is a part of building our brand and reputation. At Applied, we don't discriminate, and we are committed to recruit, develop, retain, and promote regardless of race, religion, color, national origin, sexual orientation, gender identity, disability, age, veteran status, and other protected status as required by applicable law.
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