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Senior Sales Executive
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| The position is for a Senior Sales Executive with a proven track record in enterprise software sales to sell a master data management solution to target accounts in a specific territory. The Senior Sales Executive will identify, qualify and close new opportunities. The Senior Sales Executive manages accounts including the entire sales process from prospecting and specifications through contract negotiations, signing, and post-sales support. |
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Company Description:
Initiate Systems is the proven leader in one of the world’s hottest enterprise software categories: Master Data Management (MDM). Their cutting-edge solutions enable organizations to identify, consolidate, and create a trusted view of the data they have across different systems. Initiate Systems is considered a visionary in their field by major industry consultants. They serve a variety of industries with offices around the globe and have an impressive client base, including many Fortune 500, government and large healthcare clients, such as Microsoft, CVS, Humana, Wells Fargo, and Cedars-Sinai Medical Center.
Founded in 1995 and headquartered in Chicago, Initiate Systems has analyzed billions of individual records for hundreds of customers in its history. They have recently experienced tremendous growth in new business and are building their solution delivery teams to accommodate that growth.
Initiate Systems offers tremendous career growth opportunities, exposure to a variety of client environments and complex projects, and an exciting, fast-paced work environment.
Position Summary:
The Senior Sales Executive sells technology software products, professional services and maintenance in a defined territory. The position is focused on enterprise software sales of master data management solutions to target accounts in a specific territory. The AE identifies, qualifies and closes new opportunities in both new and established accounts. They will also manage accounts including the entire sales process from business development prospecting and qualifications through contract negotiations, signing and post-sales support. This position leverages the Initiate sales model to maximize revenue growth and increase market share. The AE builds and expands business partner revenue and self sufficiency. The AE is responsible for meeting or exceeding annual quota.
Essential Responsibilities:
- Responsible for sales of software licenses, services, and maintenance and support into new and established accounts
- Perform enterprise software sales for leader in MDM and entity resolution space
- Ability to accurately forecast, manage sales expenses and successfully close Initiate business
- Work with C-level executives of organizations to complete successful sales
- Continuous business development and prospecting in assigned territory
- Consistently engage in sales activities such as meetings and presentations with all customer levels including senior executive service members, program managers and technical leads
- Negotiate agreements, contracts and finalize sales with clients
- Effective execution of a territory plan as well as an opportunity plan to deliver on revenue quota
- Excellent communication of Initiate's value proposition and positioning to customers and prospects
- Provide accuracy and consistency of forecasts to management
- Develop a pipeline of opportunities 3 times greater than annual quota
- Work closely with internal teams to maximize revenue potential
- Maintain high level of professionalism in all duties
Travel Responsibilities:
- Up to 75% travel is required as needed to support sales activities
Skills and Experience Requirements:
- Minimum of 7 years software sales experience required
- BS degree or equivalent (Business, Information Technology, Data Management or related field of study)
- Knowledge of Entity Resolution, CDI/MDM market a plus.
- Demonstrated co nsistent quota performance in previous jobs. Experience with complex sales cycle selling to business and IT executives
- Strong level of comfort working with high level executives of organizations to complete successful sales
- Proven experience with a solution selling approach
- Excellent written and verbal communication skills
- Proven closer, able to garner commitment every step of sales process
- Ability to lead multiple customer sales cycles and close effectively (i.e., you are not an order taker)
- Ability to quickly learn a new software product and clearly communicate its value proposition
- Strong Team Player
- Strong ability to actively listen and determine customer’s needs
- Strong Microsoft Office skills including PowerPoint, Outlook and Excel
Initiate Systems is an Equal Opportunity / Affirmative Action Employer
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