Nearmap
Nearmap is hiring a Remote Senior Account Executive, Commercial
Job Description
We are currently hiring for a Senior Account Executive to join our Commercial Sales Team. The successful candidate will thrive in a flexible and diverse environment and will accelerate the success we are achieving in the Built segment. In this exciting role, you will be responsible for Mid-market Opportunities in the Built sub-vertical, focused on making first contact, selling to new customers by inspiring their ability to use aerial imaging to make their work processes more effective, and negotiating deals with a keen strategic eye. You will also be responsible for growing existing customer accounts within the predefined territory through additional products or expanded usage and adoption.
Key Responsibilities
- Hunt for New Opportunities by Prospecting for new logo’s and upsell current customers
- Understand and embrace the company adopted Sales Methodology
- Understand Built use cases and personas within AEC
- Quickly manage and address any/all leads that come in from Marketing’s efforts, most of which will be direct handoffs from the Inbound SDR team
- Partner with assigned Outbound BDR in weekly, monthly, and quarterly objectives, including strategic territory planning, prospecting efforts, and New Opportunity Creation (NOCs).
- Develop and plan account strategies and activities for specified accounts such as: managing accounts, selecting products for calls, identifying buyer influences, overcoming objections, introducing new products, making sales presentations and negotiating discount points
- Analyze multiple market factors to both anticipate/identify customer problems/needs and recommend appropriate solutions, and plan and implement strategic marketing plans
- Conduct technical training and demos for existing and potential clients on how products or services can benefit them financially and professionally
- Develop and maintain a sales forecast to help analyze market conditions and/or changes in assigned territory for maximum productivity and sales growth
- Research and monitor industry competitors, new products, and market conditions to understand a customer's specific needs and report to Sales Leadership
- Build and maintain contact with prospective customers to secure new business opportunities
- Leverage phone, email, and social media to engage with leads and opportunities
- Create proposals and negotiate contract terms, including payment, discounts, product inclusions/exclusions, etc.
- Respond to inbound web enquiries and increase revenue by matching client needs with Nearmap’s suite of products
- Successfully manage the sales process: qualifying customer needs and budget, presenting appropriate solutions, negotiating and closing new business
- Achieve weekly, monthly and quarterly revenue targets
- Provide timely and accurate forecasts to Nearmap stakeholders and clear visibility on sales performance by ensuring accuracy and timeliness of data use and entry into CRM (Salesforce)
- Respond quickly and professionally to internal communications from fellow Nearmap employees
- Embrace constructive feedback from your manager and peers
- Be an active contributor in sales team meetings, vertical team meetings, sub-vertical team meetings and other internal meetings and trainings
Qualifications
Key Requirements
- 3+ years of experience in a sales closing role, achieving quota and sales targets, preferably in a subscription based or SaaS environment.
- Working knowledge of Architecture, Construction, Engineering, Utilities, Telecom and other vertical markets is a requirement.
- Successful quota or KPI/KSO attainment with a demonstrated track record of success.
- High levels of personal motivation and professionalism.
- The ability to prioritize and work towards deadlines.
- Experience in CRM systems such as Salesforce.
- Positive self-starter with a results-driven attitude
- Excellent written, verbal and visual communication skills
- Ability and willingness to travel up to 10%.
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