About the role
Job Summary: We are hiring an experienced enterprise software sales professional to drive growth in the Northeastern U.S. and Canada. The Regional Software Sales Account Manager will be responsible for selling FacilityForce’s IWMS platform to state agencies, large cities, and counties with complex facility operations.
You will be responsible for prospecting, qualifying, and closing complex software deals. While you will own the sales process, you will be supported by a strong internal team including Sales Engineers for demos and Proposal Coordinators for RFP responses.
⚠️ This is not a fit for candidates without B2B software sales experience. Please do not apply unless you meet the minimum qualifications listed below.
Job Description:
Summary
The Sales Account Executive builds relationships with new clients and manages relationships with existing ones, serves as a point of contact for clients and internal company teams, often interacts with both daily. As an expert communicator, the role plans and coordinates account activity, generates sales opportunities, and reports the status of accounts regularly. A successful incumbent builds strong client relationships, identifies gaps and growth potential, and explores untapped opportunities. In carrying out these duties, the role works with our customer relationship management system (HubSpot) , client and prospect data, sales pipeline and forecasting data, sales contracts, and handles confidential customer, prospect, and contract information.
Essential Duties & Responsibilities
Develop and execute a sales strategy and action plan for the assigned territory and sectors, including a target prospect list and a capture plan for reaching key decision-makers
Generate and qualify new sales opportunities through prospecting activities such as cold calling and networking
Understand the business drivers of the target market, perform discovery to identify customer pain points, and map the company's software solutions to improve customers' business operations
Maintain comprehensive knowledge of the company's products and services and how they benefit customers
Arrange and conduct product demonstrations and presentations in conjunction with the Solution Engineering group
Work with customers to build case studies and ROI analyses that demonstrate the value of the company's solutions
Prepare and present sales contracts, and negotiate and close new business
Support customers after the initial sale to ensure a seamless transition to the Implementation team
Serve as a trusted advisor by building strong customer relationships and understanding each customer's existing and future roadmap
Follow up with clients regularly to ensure their needs are being met and to identify up-sell and cross-sell opportunities
Maintain accurate records of clients, prospects, partners, and vendors in HubSpot, and manage the territory through sales call reports, territory and trend analysis, and accurate forecasting
Achieve monthly and quarterly KPIs and quotas
Other duties as assigned
Qualifications
Required Education & Experience
A bachelor's degree in Business Administration or related field
5+ years of sales experience in enterprise software
Strong working knowledge of the integrated workplace management systems (IWMS) market
Required Skills & Competencies
A self-starting personality with a spirit of entrepreneurship
Knowledgeable with standard customer relationship management (CRM) software and platforms
Understanding of standard sales techniques and theory, including the sales funnel
Understanding of complex sales cycles
Strong, active listening skills
Excellent written and verbal communication and presentation skills, both remotely and in person
Ability to travel frequently
Strong work ethic and willingness to work extended hours, including a ability to accommodate client schedules and time zones
Proven track record of consistently achieving sales quotas
Strong prospecting skills
Track record of reaching key decision-makers
Ability to work with a diverse group of people
Preferred Qualifications
Sales experience selling to the government or public sector
Sales experience in a SaaS environment
Sales experience in a B2B environment
Experience with HubSpot
Worker Type:
Regular
Number of Openings Available:
1