Territory Account Executive (Middleware Software)

Exclusive Recruiting Firm
Mar 11, 2017
Jobs Outside Higher Education
Software & Technology
Institution Type
Outside Academe

Job Description

The Territory Account Executive is responsible for using a consultative solution selling approach to grow and develop the Company's business in a given territory or account base (geography, set of industries, or combination thereof). The Territory Account Executive focuses on a set of 20-30 assigned accounts that she/he proactively covers to generate new opportunities and license revenue. She/he effectively covers other accounts in his/her area by building and coordinating partner relationships, as well as leveraging demand generation activities.

Tasks and Responsibilities:

• The Territory Account Executive is part of a virtual sales team along with other lines of business and is responsible for selling the company's solutions portfolio in her/his territory.

• Achieve/exceed quarterly and yearly revenue targets using approved business planning, account management, opportunity management, and monitoring processes tools.

• Drive and penetrate new accounts and meet with stakeholders (C level) within accounts selling large-scale collaboration solutions.

• Working directly or with the Partner Manager, builds & coordinates partnerships with top partners to generate incremental revenue opportunities.

• Develop and maintain a Territory plan and pipeline to meet and exceed assigned quota.

• Qualify, create, develop, control and close new opportunities.

• Adopt the appropriate methodology to selling.

• Accurately forecast and report on opportunities within the assigned territory.

• Create an environment of collaboration with both the customer and virtual sales team.

• Create constructive tension and challenge the customer with their knowledge of customer & industry insight.

• Teach customers insights & tailor solutions to challenge their approach to key corporate priorities and create a value proposition

• Take control of the sales process rather than simply following the customer's process.

• Build key management relationships with focus on new opportunities, customer success and satisfaction resulting in referenceable accounts and positive brand/company awareness.

• Identify stakeholders and sponsors and customer references.

• Manage complex sales cycles, utilizing internal and external resources as appropriate.

• Engage with cross-functional resources to drive the company's sales.

• Develop new solutions and supports others in solving complex problems in the sales process.

Academic Degree:

• BA/BS degree or equivalent and familiarity with internet technologies.

Professional Experience in year(s): A minimum of 5 years of experience


• Basic understanding of BPMS, SOA, B2B and EAI Technology and marketplace

Additional Requirements:

• Prior industry experience selling software based solutions into a specified territory, specifically into targeted new name accounts with deal sizes that range from $50K - $1M+.

• Proven track record of meeting and exceeding sales quotas.

• Excellent presentation skills and interaction with internal/external customers.

• Experience developing and presenting clear and concise sales briefings/meetings.

Montreal, QC


Fri, 10 Mar 2017 10:30:28 PST