Account Executive, Mid Market Retail Sales

Job Description

Description

SPS Commerce is seeking an Account Executive (AE) to act as a driver of net new business among Retail SMB accounts (accounts under $200 million in revenue). As an AE you will seek to establish new accounts via both lead qualification and prospecting, work to develop and upsell an ongoing account base and collaborate with peers to maximize the opportunity. This is a fast-paced multi-pronged role. Once a new client is on-board, this account will remain as part of your territory for possible upsell or cross sell. SMB clients are constantly expanding and changing, so their needs change as well. You will grow your business with a constant mix of new and expanding clients with a strong emphasis on net new customer acquisition.

Does this sound like you?

• You are a resilient self-starter who can successfully search out new business while qualifying future opportunities
• You Get After It when making a sale with your strong selling achievements and negotiation skills while being proactive in how you manage you customers
• You are Obsessed with Customers and demonstrate a concern for satisfying the customer through listening to their needs and fully understanding what solutions can enhance their experience
• Succeeding Together is something you value in an organization. You understand that when you win, your team wins and you continuously work to create an environment of collaboration amongst your colleagues

Why SPS?

• We know that there are a lot of employment choices for great talent so at SPS we work hard to create an environment where “Employees Come First” and where your “Thirst for Growth” can be nurtured.
• We’re a market leader and have just passed our 76th consecutive quarter of growth. This allows us to continue to invest in our employees and aggressively gain market share.
• We are a leader in our industry with over 70,000 trusted customers globally.

The Day-to-Day

After learning the basics of our business, the Account Executive will sell SPS products and services to new and existing customers. Responsibilities will include but will not be limited to:

• Plan, develop, and manage a defined sales territory, which consists of identification, developing, and closing new business opportunities. Territory Plan will consist of outbound prospecting efforts against defined and undefined calling lists, managing inbound leads and Account Management/upsell opportunities.
• Drive a value-based sales process from identifying the relevant contact and decision maker within an account, understanding their needs, proposing a solution, and closing the deal such that you meet/exceed quota.
• Effectively manage your pipeline, utilizing salesforce.com to document and track accounts, activity and provide accurate monthly and quarterly forecasts.
• Partner with an account team to understand existing SPS relationships and get warm introductions to the correct contacts, understanding their buying process and historically the flow of the sales cycle.
• Continue to nurture clients as their business needs change, upselling current accounts while ensuring all new vendors onboarded by a retailer are sent our way.
• Cross-team collaboration with technical and implementation resources to ensure all pre-sale questions and concerns are addressed while partnering with Customer Success post-sale to ensure maximum adoption is achieved.
• As a representative of SPS Commerce customers, present solutions to ensure full compliance with customer’s supply chain requirements.
• Maintain customer satisfaction throughout the sales process: this includes responding to requests in a timely manner, finalizing contracts (including negotiating business terms), scheduling training, and working effectively with the customer support team.

Key Skills and Experiences Needed:

• Bachelor’s degree or combination of equivalent education and experience.
• 2+ years of previous sales experience.
• Demonstrated experience managing sales cycles from prospecting to close, building a pipeline, navigating to the right contacts, patiently overcoming objections and effectively forecasting.
• Excellent communication, cross-functional teamwork and customer engagement skills.
• Strong verbal, written & presentation skills, with ability to translate and clearly communicate (both oral and written) business issues and technical information to individuals with varied levels of expertise.
• Leadership skills reflective of an entrepreneurial and innovative thought process.
• Ability to travel up to 10-15%.

Nice to Have's:

• 1 year in a commissions- based hunter sales role