Description
About the Company – Our company provides transit agencies and private operators in the USA and Canada with the critical operational software and in-vehicle technology they need to run efficiently and provide outstanding service to their riders. Our products form an integrated ecosystem, including routing and scheduling, plus the modern passenger information apps and systems that passengers rely on. We are looking for a B2B Account Executive who can build relationships and value with our customers by analyzing their needs and providing our technology solutions. It’s an exciting B2B opportunity to grow your career About the Role – Own and drive your account strategy to gain new share of wallet opportunities within and assigned Account Base (B2B Back to Base). Lead and own existing B2B Accounts sales cycles and navigate mid-sized transit/government organizations and the corresponding RFP processes. Responsible and committed to effectively organize workload to exceed sales funnel expectations and sales metrics. Accurately forecast and consistently update entire sales pipeline in Salesforce.com. Familiarity with value-based selling methodology and a consultative sales approach with a focus on key product differentiators. Develop Strategic Account Plans and Call Plans for all sales opportunities and prospects. Diligent in follow up and action plans. Engage the right internal and external stakeholders for strategic business decisions. Timely proposal response and creative strategy development. Must be willing to travel two weeks each quarter to engage customers via onsite discovery, industry conferences, trade exhibitions, and workshops. Navigate complex sales cycles and procurement processes in the Business to Government (B2G) space. Engage and cross thread with multiple decision-makers and departments, including C-Suite. Responsibilities Own and drive your account strategy to gain new share of wallet opportunities within and assigned Account Base (B2B Back to Base) Lead and own existing B2B Accounts sales cycles and navigate mid-sized transit/government organizations and the corresponding RFP processes Responsible and committed to effectively organize workload to exceed sales funnel expectations and sales metrics Accurately forecast and consistently update entire sales pipeline in Salesforce.com Familiarity with value-based selling methodology and a consultative sales approach with a focus on key product differentiators Develop Strategic Account Plans and Call Plans for all sales opportunities and prospects Diligent in follow up and action plans Engage the right internal and external stakeholders for strategic business decisions Timely proposal response and creative strategy development Must be willing to travel two weeks each quarter to engage customers via onsite discovery, industry conferences, trade exhibitions, and workshops Navigate complex sales cycles and procurement processes in the Business to Government (B2G) space Engage and cross thread with multiple decision-makers and departments, including C-Suite Qualifications – Post-secondary education in business administration or related discipline preferred. Sales experience in a software-related (SaaS) business. Experience navigating a 12-month sales cycle in a B2G enterprise sales environment, with multiple product offerings. Minimum 3 to 5 years carrying a quota in a hunter or farmer sales position. Experience in proactively and accurately building a healthy pipeline. Previous success in meeting and exceeding aggressive quota targets. Proven top performer in previous roles. Ability to cover a diverse territory through travel (air and car) – 15% of the time. Valid driver’s license. Must hold a valid passport. Required Skills Accomplished high-energy salesperson experienced in technology and/or software sales Competitive is in your name Experience leveraging internal resources/stakeholders to drive alignment towards common business goals within a dynamic environment A background in transit or transportation industry is strongly preferred, but not imperative. Focused on existing Customers and consistent achievement of annual and quarterly quotas Applies sales-stage methodology to ensure maximum revenue is generated from every opportunity Expert knowledge of complex product selling and/or value-based selling Ability to effectively multi-task and juggle several concurrent projects simultaneously Ability to logically communicate technical information and ideas in a non-technical manner so others will understand Ability to communicate prospect’s environment, business requirements and pain points internally within cross-functional groups Proven track record of building strong relationships and ability to use discovery skills to understand the prospect’s requirements and build value Strong and effective written and verbal communication skills, and excellent inter-personal skills Excellent demo and presentation skills in both a remote and in-person environment Ability to work effectively both independently and in a team environment Quick learner, positive attitude, self-motivated, organized and innovative Proven experience engaging with multi-level decision makers through length sales cycles Preferred Skills Pay range and compensation package – Pay range or salary or compensation. Equal Opportunity Statement – Include a statement on commitment to diversity and inclusivity.
