Strategic Account Executive - Retail

Job Description

Description

As we continue to lead the pack in our industry, we are looking to build on to our winning team! SPS Commerce is looking for a Strategic Account Executive on our Retail Sales team. First and foremost, you’ll be a hunter of net new business among Enterprise Retail accounts (> $200 million in annual revenue). In addition, the SAE will work to upsell and cross sell accounts in their assigned territory.

Does this sound like you?

• Heavy hitters, decision makers, executives – no matter what you call them, you are at ease in your conversations. You can take the lead and steer new customers and well as existing customers towards solutions and success
• Collaboration is at the heart of the work you do. Your team is your lifeline and your collaboration to ensure a solution is being executed is critical to program execution. These processes go hand-in-hand
• Your business acumen drives your obsession with customers. You are a trusted advisor and problem solver. Other competitors sell fulfilment technology, but you sell customers on why SPS is the technology that drives results that matter.

Why join SPS?

• We are a highly collaborative and team-oriented organization. This role is a part of a tight knit team that provides business insights to the suppliers and allows them to see how their products are performing.
• Winning is our tradition! As the industry leader in cloud-based supply chain management solutions, we provide proven tools and comprehensive analytics to over 75,000 customers globally
• We have tallied up 75 quarters of consecutive growth, but we aren’t stopping there! We are blazing the trail for what is next for our products and customers through disrupting the market by bringing cutting edge technology to the forefront
• We care. Our people, our customers, our community, and more – we encourage volunteerism and philanthropy among our employees through Charity Auctions, social events, monetary matches and more!
• Our employees are encouraged to create their own opportunities. SPS is a culture centered around curiosity and initiative with dynamic, purposeful changes allowing us to reinvent ourselves as we grow

As a Strategic Account Executive on our Retail team you’ll:

• Identify potential opportunities through outbound prospecting including use of Sales Navigator
• Creatively prospect for new clients through email campaigns, networking, cold calling, and other strategies you determine can reach client most effectively so you can offer SPS Commerce solutions to help the customer improve their business.
• Engage in all qualified leads/opportunities assigned from Channel, Logistics, Analytics, Marketing, Community, and Lead Generation teams within set SLAs
• Cross sell and upsell existing subscribers
• Collaborate with Sales Engineers, Account Team and other areas in the business to maximize and retain ARR
• Nurture prospects and current customers as part of an account team to best position SPS for incremental recurring revenue
• Pipeline: Maintain a rolling 90-day pipeline to meet or exceed ARR quota

What experience and skills are needed for this role?

• Bachelor’s Degree or equivalent education and relevant experience.
• 3+ years of relevant, quota-carrying sales experience with five+ years overall experience.
• Candidates who have demonstrated multi-year tenure in a single organization with 3+ years of repeated success exceeding quota is preferred.
• Demonstrated experience managing sales cycles from prospecting to close, building a pipeline, patiently overcoming objections, using tools and resources to demonstrate ROI, effectively forecasting, and persisting through short and long sales cycles.
• Proven experience generating leads from your own prospecting efforts, leveraging your contacts and existing accounts and partners.
• Strong customer orientation with a demonstrated ability to identify customer challenges and articulate a value-added solution to meet their needs.
• Excellent communication and cross-functional teamwork skills (product management, support, sales and senior management).
• Strong verbal, written & presentation communication skills, with ability to translate technical & customer information into products requirements for different level audiences.