AddressTheAccount Executive will continuously seek net new business derived primarily from outbound prospecting, territory management, and periodically going onsite. This position will pull in resources from the sales engineering team and work to transition business to our implementation team. Once a new customer is onboard, this account will remain as part of the territory for possible upsell. SMB customers are constantly expanding and changing, so their needs change as well. In this role, the Account Executive will grow business with a constant mix of new and expanding clients with a strong emphasis on net new customer acquisition.
Based in our office in Burwood East, our hybrid work model provides the best of both worlds. We #succeedtogether through in person collaboration, balanced with remote work to provide balance and flexibility. Our team currently works together in the office every Tuesday, Wednesday and Thursday.
Note that this is a 100% outbound sales role with a heavy focus on prospecting and cold calling.
Measurement Description: quota based defined sales territory
Why SPS?
We solve retail supply chain problems by cutting through inefficiency with innovation and automation. At SPS we empower retailers, suppliers, distributors, grocers, and logistics partners to work better together with our people, our process and our tech products. We have the world’s largest retail network, and we don’t just lead the industry, we are the industry.
At SPS, we believe every employee makes a difference. We ensure employees have the tools, resources, and training to explore new ideas and execute them. Our success comes from playing as a team and always playing to win. Careers don’t just grow here, they’re made here.
What is the day-to-day like?
In this role you will be selling our EDI solution. You can learn about the powerful data insights we provide to our customers by reviewing our product page: https://www.spscommerce.com/products/fulfillment/
- Drive a prescriptive sales process and manage a defined sales territory (e.g., identify, develop, and close new business opportunities)
- Prospect for new clients through email campaigns, networking, cold calling, and other strategies you determine can reach client most effectively
- Collaborate with an account team to understand and leverage existing SPS relationships while cultivating a culture that grows together and aligns with SPS Values
- Maintain customer satisfaction; respond to customers in a timely manner; ensure the customer has proper alignment with Customer Success
- Maintain a rolling 90-day pipeline to meet or exceed ARR quota
- Nurture prospects and current customers; cross-sell and upsell existing subscribers
- Document key findings, progress, insights, and pipeline velocity in Salesforce.com
What experience and skills do you need?
- Bachelor’s degree AND 2 years of relevant work experience OR some post-secondary education AND 3 years of relevant work experience
- Relevant work experience is defined as 2+ years of sales experience with a minimum of 1 year in a commission-based sales role
- Clear, concise, and confident communicator (verbal, non-verbal, written), including effectively altering vocal tone/inflection, listening, and writing relevant and engaging content
- Demonstrative behaviors around integrity, relationship building, and leadership expectations
What experience is preferred?
- 2+ years of sales experience with a minimum of 1 year in a commission-based hunter sales role preferred
- Proven aptitude for sales: bias toward action, engaging, resilient, listener, curious, grit, gumption
- Proven competence with Microsoft Office (e.g., Word, Excel, PowerPoint, Outlook) and Salesforce.com
** EOE including disability / veteran **
