As an Account Executive - Services and Software Sales, you will be a Chief Outcomes Strategist- focused on driving incremental Services and Software growth through Lifecycle, Professional Services, and Buying Programs for Company’s Enterprise customers

• Customer Engagement & Relationship Management: Build and maintain relationships with customers and partners, from individual contributors to C-suite executives, through regular meetings and ethical sales methods
• Sales Strategy & Planning: Plan and prioritize sales activities to achieve business objectives, exceed quota targets, and develop long-term sales strategies
• Cross-functional Coordination & Resource Utilization: Lead and coordinate with internal teams to deliver comprehensive service sales solutions and utilize extended services team resources throughout the sales cycle
• Solution & Consultative Selling: Sell solutions from Company’s service offerings, using a consultative approach to address unique business problems and strategic objectives
• Negotiation & Procurement: Navigate procurement processes, negotiate service pricing, and manage margins to align with customer needs and Company's terms
• Presentations & Communication: Attend and present at meetings, liaise internally and externally, and tailor communication to diverse cultures for effective stakeholder management and business development
• Process Adherence & Forecast Management: Follow standardized sales processes, manage forecasts with regular submissions, and ensure timely responses to sales inquiries
• This position centers around services account management and requires relationships with a diverse group of internal and external constituents to see opportunities and ensure deals are completed accurately and in a timely manner
• You will work with skilled account management and other specialist sales teams, as well as delivery teams responsible for the successful customer outcomes
• You drive a course of action to accomplish broad account objectives and sales strategies, using knowledge to identify and cultivate future sales opportunities to build a strong (3x or better) pipeline
• You build Influential Relationships: Working collaboratively with customers, channel partners, and account team members to meet business goals and objectives; using appropriate communication methods to influence others and establish relationships

You Focus on Customers: Supporting customers during the sales process; seeking and taking appropriate actions on customer requirements while balancing business needs; resolving difficult issues efficiently and in a professional manner; taking responsibility for customer satisfaction and loyalty

• You Lead Negotiations: Effectively exploring interests and options to reach outcomes that gain the agreement and acceptance of all parties by using legitimate data, objective criteria to support one’s proposal

Employees in Illinois, whether exempt or non-exempt, will participate in a unique time off program to meet local requirements

You have CXO Relevancy: Adding value by proactively identifying business opportunities for the customer/partner, conveying a firm understanding of the customer's/partner's business and political drivers, displaying executive presence by building rapport and credibility; effectively influencing other people to accept a solution; clearly connecting solutions to business needs

• You are familiar with CPQ and EAMP tools for service and software quoting
• 5+ years of experience in the tech sales space

Proven sales track record of closing business and exceeding targets

• You will apply knowledge of sales growth, market drivers, key customer business drivers, and opportunities to do strategic account planning, establishing, prioritizing, executing

You Think Creatively: Identifying and understanding issues, problems, and opportunities; comparing data from different sources to address sales challenges and new opportunities; taking courses of action based on sound analysis and judgment that appropriately consider customer and partner business capabilities and issues, available facts, constraints, competitive circumstances, and probable consequences

• The starting salary range posted for this position is $232,800.00 to $309,200.00 and reflects the projected salary range for new hires in this position in U.S. and/or Canada locations, not including incentive compensation*, equity, or benefits
• Individual pay is determined by the candidate's hiring location, market conditions, job-related skillset, experience, qualifications, education, certifications, and/or training
• The full salary range for certain locations is listed below
• For locations not listed below, the recruiter can share more details about compensation for the role in your location during the hiring process

U.S. employees are offered benefits, subject to Company’s plan eligibility rules, which include medical, dental and vision insurance, a 401(k) plan with a Company matching contribution, paid parental leave, short and long-term disability coverage, and basic life insurance

• Please see the Company careers site to discover more benefits and perks
• Employees may be eligible to receive grants of Company restricted stock units, which vest following continued employment with Company for defined periods of time
• U.S. employees are eligible for paid time away as described below, subject to Company’s policies:
• 10 paid holidays per full calendar year, plus 1 floating holiday for non-exempt employees
• 1 paid day off for employee’s birthday, paid year-end holiday shutdown, and 4 paid days off for personal wellness determined by Company
• Non-exempt employees** receive 16 days of paid vacation time per full calendar year, accrued at rate of 4.92 hours per pay period for full-time employees
• Exempt employees participate in Company’s flexible vacation time off program, which has no defined limit on how much vacation time eligible employees may use (subject to availability and some business limitations)
• 80 hours of sick time off provided on hire date and each January 1st thereafter, and up to 80 hours of unused sick time carried forward from one calendar year to the next
• Additional paid time away may be requested to deal with critical or emergency issues for family members
• Optional 10 paid days per full calendar year to volunteer
• For non-sales roles, employees are also eligible to earn annual bonuses subject to Company’s policies
• Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components, subject to the applicable Company plan

For quota-based incentive pay, Company typically pays as follows: .75% of incentive target for each 1% of revenue attainment up to 50% of quota;

• 1.5% of incentive target for each 1% of attainment between 50% and 75%;
• 1% of incentive target for each 1% of attainment between 75% and 100%; and
• Once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation
• For non-quota-based sales performance elements such as strategic sales objectives, Company may pay 0% up to 125% of target
• Company sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid

For quota-based sales roles on Company’s sales plan, the ranges provided in this posting include base pay and sales target incentive compensation combined