• Account Executive - Enterprise Growth (8+yrs) - South-East / Mid-West

    Location US-NJ-Holmdel | US-NJ-Holmdel
    ID
    2018-4178
    # of Openings
    1
    Category
    Sales
    Department
    Sales Enterprise
    Posting Level
    Professional
  • Overview

    We’re looking for a regionally-based, experienced sales professional to join our team as an Account Executive - Enterprise Growth (8+yrs) - South-East / Mid-West, where you’ll help us achieve maximum sales profitability, growth, and account penetration within a strategically defined market segment. In this role, you’ll proactively establish, develop and maintain effective business relationships with named accounts to generate new business for our product suite.   As an Account Executive – Enterprise Growth, you’ll have a unique opportunity to hit the ground running, building a solid book of business and helping blaze trails in our enterprise space.  

     

    iCIMS extends a work culture unlike any other East Coast-based technology provider. We focus on hiring candidates who display our seven core competencies—passion, drive, transparency, adaptability, empathy, kaizen, and customer commitment. If you eat, sleep, and breathe our competencies and desire to work in a casual yet results-driven environment that embraces innovation—then you’re just what we’re looking for! 

     

    iCIMS is a high-growth Software-as-a-Service (SaaS) company that’s voted one of the Best Places to Work in New Jersey. We are the industry's premier recruitment software provider, delivering technology that supports approximately 4,000 contracted customers around the globe. Committed to both growth and stability, we have a lot of opportunities for career advancement within our organization. Come grow with us. Apply today!

    Responsibilities

    • Builds and maintains relationships with customers at all levels, including senior leadership and C-suite, to assess needs and effectively link product value, features/benefits to those needs. Works internally to align appropriate team sell-approach.
    • Understands & conveys big picture of iCIMS’ product suite and how it can fit into client organization.
    • Consistent attainment of all revenue and booking targets within the assigned territory, per targets based within assigned territory and named account list
    • Develop and execute sales plans as it relates to specific opportunities within assigned territory
    • Facilitate the development of account plans for all assigned clients to meet or exceed assigned business goals.
    • Ability to sell any of the iCIMS portfolio solutions dependent on customer’s maturity and specific needs based on thorough discovery and existing technology landscape.
    • Plans and organizes personal sales strategy by thoroughly understanding the accounts business cycles and timing.
    • Drives new business, renewal contracts and overall account growth within assigned territory
    • Develops and maintains detailed product and marketplace understanding to help accounts make well informed buying decisions.
    • Define and drive execution of a targeted goal-based sales engagement plan to support key business goals
    • Provides Executive Briefing Reviews to support customer to develop an appropriate strategy that minimizes impact on existing solution and assists in maximizing feature adoption
    • Prepares presentations, demonstrations, investment summaries, and sales contracts.
    • Follows well defined sales methodology to ensure prospects are a good fit for iCIMS’ long term.
    • Presents and positions iCIMS’ products/services to accounts via on site visits. Represents the iCIMS organization with professionalism and integrity.
    • Partners with iCIMS’ Sales Engineers and other subject matter experts to demonstrate product and service capabilities.
    • Closes deals of larger scale size, complexity and sales cycle length.
    • Effectively builds and maintains partnerships with clients, prospects and people at all levels across the company. Contributes to team and company success.
    • Effectively interfaces with multiple departments within client organization including C – Suite.
    • Consistently ensures that business is conducted with integrity at all times and that behavior aligns with iCIMS’ core competencies, policies and procedures.

    Qualifications

    • Bachelor's degree preferred or equivalent combination of education and work experience.
    • A minimum of 8 years of sales experience desirable, preferably in the HR / HCM space, Software, or Software-as-a-Service industry, but not essential.  
    • At least 5 years of Enterprise sales experience required
    • Excellent knowledge of the practices and principles related to sales techniques.
    • Skilled at closing deals that are more advanced in scope and size.  Customers consistently have significant elements of complexity (i.e. decentralized or with multiple business units / brands, global presence).
    • Adept at transferring knowledge and passion for sales to junior staff.
    • Consistently applies strategic approach to deal crafting and relationship building.
    • Ability to position yourself as a trusted advisor for the accounts and an influencer with internal stakeholders.
    • Proven track record in soliciting and closing B2B sales against a quota.
    • Demonstrated effectiveness in new business development strategies and lead qualification.
    • Ability to multi-task and handle multiple prospective clients and issues simultaneously.
    • Proven ability to leverage established relationships and proven sales techniques for success.
    • Ability to clearly present and effectively overcome objections.
    • Demonstrated aptitude for problem-solving.
    • Able to work both independently and within a team environment.
    • Computer literate; proficiency with Microsoft Office (PowerPoint, Excel, Outlook, Saleforce.com).
    • Excellent communication and interpersonal skills.  Articulates thoughts and ideas clearly, concisely, and persuasively with appropriate empathy.
    • Ability to work effectively within a fast paced, changing environment that is going through high growth.
    • A self-starter with the demonstrated ability to take initiative.
    • Strong Results Orientation with a focus on closing longer term sales cycles.
    • Demonstrated customer service orientation.  Creates and sustains ongoing forums that encourage two-way communication opportunities.
    • Able to communicate with and influence multiples layers of organizations, including Senior Leadership. Through a constant presence, becomes aware of changes in a customer’s organization and alters sales plan accordingly.
    • Effective at developing and maintaining client relationships at senior management (C– Suite) levels within Enterprise companies.
    • Ability to travel up to 25-30%.

    iCIMS is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender identity, national origin, protected veteran status, disability status or any other characteristic protected by law.

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