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The Principal Account Executive is responsible for developing and maintaining relationships with new and existing customers or partners with the objective of consistently meeting or exceeding assigned sales goal.
What you will be doing
- Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities for assigned high risk, high impact existing or potential customers or partners
- Demonstrate ability to progress opportunities through defined sales stages and represent sales methodologies in the forecast management practice.
- Develop and communicate accurate sales forecasting on a real-time basis
- Operate as a trusted advisor to customers or potential customers; develop and maintain strategic working relationships with senior leadership, including those at the executive level. Utilize long term vision, strategy and roadmaps to generate and maintain constant pipeline
- Proactively initiate contact with perspective clients, customers and partners on a regular basis to develop, maintain and expand business relationships. Operate as a trusted advisor of the vertical practice to enable rapport with stakeholder affiliates and to recommend best practice solutions for complex business challenges.
- Research and identify target customers, execute understanding of their technical and business needs while translating applicable Hyland solution recommendations.
- Partner with the cross functional support teams to develop the sales campaign strategy, software demonstration activities and the pertinent steps to vendor award.
- Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls
- Develop a comprehensive understanding of best practices and retail market trends for the Nuxeo platform. Proactively pursue opportunities for company expansion and cross-sell / upsell extension
- Determine the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
- Develop and maintain strategic internal working relationships to enhance sales execution
- Participate in marketing activities and company events to evangelize the vertical solutions.
- Share extensive experience and best practice knowledge; contribute to the overall growth and quality of the Hyland culture.
- Comply with all corporate and departmental privacy and data security policies and practices, including but not limited to, Hyland’s Information Systems Security Policy
What will make you successful
- Background in Enterprise Sales with familiarity of creative technologies and marketing operations.
- Experience navigating complex organization and operational structures
- Strong business acumen and relevant retail (B2C) industry knowledge
Proficient understanding of cloud technology principles and experience in selling Platform as a Service offerings - Proficient in opportunity management and account planning tools
- Proven year-over-year sales generation success
- Strong ability to establish rapport and instill confidence in others.
- Excellent oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact
- Highly organized and comfortable with multi-tasking expectations
- Self-motivated with entrepreneurial tendencies.
- Excellent collaboration skills, applied successfully within team as well as with other cross-functional support areas
- Excel at gaining consensus across multiple departments and leadership levels
- Effective negotiating and influencing skills
- Up to 50% travel time required
Based on individual states’ employment laws, the following details are to comply with the relevant salary posting requirements: base salary range of $137,000-$194,000 and eligible for bonus and benefits
What you can expect next
- Hyland Recruiters thoroughly review every application and will contact you within 1 to 2 weeks regarding next steps. Be sure to add Hyland to your contacts list and check your spam folder so you never miss a message from us!
- Any follow up questions? Email your Recruiter directly at Careers@Hyland.com.
Benefits
401(k) Retirement Savings. Flexible Schedule. Paid Time Off. Medical, Dental, Vision. Volunteer Paid Time Off. Wellness Reimbursement. Paid Parental Leave. Sabbatical Program.
