Panaya Account Executive 

United States 

14226745

SCOPE:

• Reports to Vice President Sales of the Americas
• Has no direct reports but leads the activities of virtual teams in support of customers.
• Works in an exclusive territory on a defined customer list and coordinates with his Technology Sales Representative counterpart as well as Senior Apps Account Manager
• Works to identify and cover all organizations that fall into their designated account list focusing on building a strong pipeline and closing opportunities according to quarterly and annual targets
• Works with appropriate partners, i.e. re-sellers, SI’s, ISV’s, technology partners and alliances
• Works with pre-sales, marketing and other Lines of Business (LOBs) to maximize the return from the assigned set of accounts.

Responsibilities:

• Winning new logo and expansion sales revenue in line with targets
• Facilitating and nurturing Senior Management relationships to generate active sponsorship of Panaya.
• Developing a strategy and sales plan to address IT requirements.
• Developing profiles of targeted accounts
• Defining appropriate Panaya value propositions
• Driving the implementation of sales and marketing campaigns
• Generating and following up on leads
• Qualifying leads and prioritizing opportunities
• Marshalling internal resources to conduct campaigns.
• identifying and working with the appropriate people in Panaya and the customer
• Developing, extending and maintaining relationships with the appropriate staff
• Working with, and influencing the activities of partners as appropriate
• Maintaining understanding of Panaya’s strategic direction and interpreting relevance to customers
• Maintaining awareness of Panaya’s current and future application/technology products and services
• Maintaining understanding of competitive activity relevant to the targeted accounts

Required Qualifications & Skills

• At least 8 – 10 years sales experience in the enterprise IT sector, selling complex enterprise solutions through Partnes
• Proven track record of selling complex IT solutions in Territory.
• Understanding and experience of selling SaaS solutions is a critical
• Capacity to comprehend the strategic issues of selling IT Enterprise solutions, including ERP.
• Demonstrable over-achievement of revenue goals
• Strong desire to overachieve revenue goals.
• Strong sales skills; including business justification, negotiation and closing
• Understanding of the enterprise software market
• Willing to travel on frequent basis
• Self-starter, fast learner and hungry for knowledge and information
• Fully aware of technology trends, industry standards and terminology
• Excellent account management and organizational skills
• Team player