Enterprise Account Executive

Short Description

Location: Edison, NJ (Near Metro Park Train Station).

Employment Level: 5 – 10 years of professional work experience.

Employment Type: Permanent Placement.

Compensation: Commensurate with Experience, Background, and Expertise

Enterprise Account Executive Inpensa

About Inpensa

Inpensa is a fast growing venture backed start-up located in Edison New Jersey. Inpensa provides an enterprise SaaS solution to help Fortune 500 companies identify, manage and track projects that will deliver the greatest value to their organization. We are making a difference for our customers and are looking for you to make a difference with us.

We are excited about what we do and we want motivated, driven people to help us take Inpensa to the next level. If you want to work in a dynamic environment where your work efforts have a real impact then join us. If you are looking for a challenge and want to work with highly motivated people then we may be right for you.

Opportunity

The Enterprise Account Executive is a key role at Inpensa engaging prospective customers, qualifying, analyzing needs, developing and presenting proposals, negotiating contracts and closing new software and professional services opportunities for the Inpensa Business Value Management software solution.  Reporting to the VP of Global Sales, the candidate will play a pure hunter role by unearthing new business opportunities within targeted prospective vertical segments and advancing the opportunities to close.

Job Responsibilities

  • Drive the entire sales cycle from initial customer engagement to closed sales.

  • Establish relationships with new customers and secure contracts with these customers to achieve assigned annual and quarterly sales quotas and targets.

  • Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking.

  • Qualify prospects against Inpensa’s ideal customer profile.

  • Build relationships with prospects and cultivate these relationships over time to create a new Inpensa customer.

  • Work with Inpensa Solution Engineers to tailor presentations to address customer requirements.

  • Make presentations to senior managers and decision makers

  • Draft and deliver Inpensa solution proposals.

  • Demonstrate the ability to handle objections using creative problem-solving.

  • Develop and maintain territory plans which outline how sales targets will be met on an ongoing basis.

  • Develop and maintain account plans that identify opportunities for Inpensa to deliver value by understanding a prospect’s current Business Value Management challenges and identifying how Inpensa’s solution will overcome these challenges.

  • Identify and understand the customers’ buying process and identifying key buying influences to accelerate closing forecasted opportunities.

  • Work collaboratively with the Vice President of Global Sales to advance and expand qualified sales opportunities and gain access to key decision makers.

  • Clearly document sales opportunities and conversations in Inpensa’s CRM system.

  • Provide weekly, accurate sales forecasts.

  • Work with other department heads to maintain good communication and cooperative working relationships.

  • Update job knowledge by studying new product descriptions, competitive offerings and participate in educational opportunities.

  • Be a positive representative of Inpensa and its brand in the marketplace.

  • Conduct all sales activities with the highest degree of professionalism and integrity.

  • Effectively cover an US East Coast territory.

  • Travel (approximately 25% of the time) to achieve sales targets.

Qualities

  • Strong hunter profile with a proven track record of success closing enterprise level SaaS / Software and Services sales, specifically Portfolio Project Management (PPM) software.

  • Consistent track record for meeting and exceeding quarterly and annual sales targets.

  • A minimum of 5 to 10 years of enterprise software sales experience, preferably selling SaaS / Cloud applications.

  • Proven talent for developing customer relationships from opportunity inception to sales close and follow-on account management driving additional revenue through upselling and cross-selling.

  • An extraordinary drive to pursue opportunities within the target customer.

  • Technical aptitude to understand and convey Inpensa’s Business Value Management software solution to prospective decision makers.

  • Exceptional ability to motivate and influence key contacts and decision makers.

  • Experience calling into Fortune 1000 accounts in various industries at CXO and Director level.

  • High level of energy, drive, enthusiasm, initiative, commitment, and professionalism.

  • Must be confident, persistent, action-oriented, results-driven and self-motivated.

  • Strong interpersonal and customer service skills.

  • Excellent written and verbal communication skills.

  • Strong organizational skills with the ability to set priorities and meet deadlines.

  • Portfolio Project Management (PPM) experience such as HP PPM, Clarity or Anaplan is a plus

  • Technology Business Management (TBM) experience such as Apptio or Digital Fuel is a plus.

  • A Bachelor’s Degree is required.

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