Account Executive-Americas

Innovative Systems•Pittsburgh, PA

20h•Hybrid

About The Position

Innovative Systems/FinScan ® a fast-growing international hi-tech provider of on-premise and SaaS data management and compliance solutions and services, is looking for a high-achieving software Sales professional to expand and grow new sales revenue in markets across North America. You will have the DNA of a hunter with a deep record of achievement in growing new business and building relationships within the FinTech, AML, or risk/compliance space. You have a thirst for smashing your targets built upon development of lasting trusted advisor relationships. Reporting and Work Location: You will report to the SVP Sales - Americas. For those in the Pittsburgh area, Innovative has a flexible hybrid work environment. What’s in it for you? We provide you with a competitive salary, potential for double OTE uncapped, great benefits, and the tools, training, and mentoring to be successful. And - Innovative is known for being a great place to work! We work collaboratively across diverse teams and geographies in a quest for creating solutions that keep Innovative at the top! In this role you will: Achieve targets for your assigned territory or vertical Contribute to the achievement of overall organisational targets and objectives Consistently seek out and identify new business opportunities while developing strategies to win the sale! Identify potential customers through networking initiatives, cold-calling, LinkedIn, Partner channels and compelling email communications. Respond promptly to all leads and inquiries to continuously grow and build an ongoing pipeline of opportunities Consistently execute on sales processes to maintain a balanced sales pipeline and funnel. Maintain consistent competency of Innovative's product offerings, the industry, and your skills Leverage and continuously grow your knowledge of the industry, government and regulatory trends, the competition, and our products and relevant technological developments to build a strategy for increasing market share and penetration of Innovative’s solutions Develop trusted advisor relationships with enterprise prospects and utilize a consultative, solutions-oriented approach to create better understanding of their challenges, needs, and requirements – leading to superior service and positive outcomes for the prospect and Innovative Proactively engage with and seek the assistance of managers, decision makers, top leadership, and other levels of the organization for assistance throughout all stages of the sales process to ensure winning the sale and achieving the highest levels of client satisfaction! Keep management apprised of opportunities, challenges, industry and competitor changes, and overall account status throughout all stages. Provide feedback to marketing and product management to assist development of effective and up-to date sales presentations, materials, and needs Work cooperatively with various internal teams including support, delivery, product development, and account management Preparing and delivering sales presentations to potential new customers Preparing regular sales reports as well as sales territory plans i.e. Quarterly Business Reviews (QBR’s). Share knowledge and best practice across the sales team; serve as mentor to others Regularly utilize sales tools (salesforce.com) to track and manage the sales cycle Maintain integrity in dealing with internal teams, clients, and partners

Requirements

Proven success consistently exceeding new business sales targets selling software, data, SaaS or other related sales experience.
Prior experience/knowledge of data /data quality /data management, regulatory risk and compliance, AML, KYC, sanctions screening, PEP screening, etc.
Consistent use of B2B value/solutions selling or similar sales techniques, e.g. Challenger, etc.
Demonstrated strength in relationship building, listening, client problem assessment and needs identification, sales planning techniques.
Deep prospecting and sales process habits
Knowledge and use of Salesforce.com or similar sales CRM
Excellent communication and interpersonal skills with a passion for sales success
Strong negotiator with proven ability to close business
Highly motivated self-starter that is self-motivated with strong commitment to follow through
Proven team player with strong collaborator mentality
Ability and willingness to travel approximately 30-60%

Nice To Haves

ACAMS, ACSS, or ICA certifications
Working knowledge of data analytics, data quality, data integration, Business Intelligence (BI), or similar technologies
Fluency with other spoken languages

Responsibilities

Achieve targets for your assigned territory or vertical
Contribute to the achievement of overall organisational targets and objectives
Consistently seek out and identify new business opportunities while developing strategies to win the sale!
Identify potential customers through networking initiatives, cold-calling, LinkedIn, Partner channels and compelling email communications.
Respond promptly to all leads and inquiries to continuously grow and build an ongoing pipeline of opportunities
Consistently execute on sales processes to maintain a balanced sales pipeline and funnel.
Maintain consistent competency of Innovative's product offerings, the industry, and your skills
Leverage and continuously grow your knowledge of the industry, government and regulatory trends, the competition, and our products and relevant technological developments to build a strategy for increasing market share and penetration of Innovative’s solutions
Develop trusted advisor relationships with enterprise prospects and utilize a consultative, solutions-oriented approach to create better understanding of their challenges, needs, and requirements – leading to superior service and positive outcomes for the prospect and Innovative
Proactively engage with and seek the assistance of managers, decision makers, top leadership, and other levels of the organization for assistance throughout all stages of the sales process to ensure winning the sale and achieving the highest levels of client satisfaction!
Keep management apprised of opportunities, challenges, industry and competitor changes, and overall account status throughout all stages.
Provide feedback to marketing and product management to assist development of effective and up-to date sales presentations, materials, and needs
Work cooperatively with various internal teams including support, delivery, product development, and account management
Preparing and delivering sales presentations to potential new customers
Preparing regular sales reports as well as sales territory plans i.e. Quarterly Business Reviews (QBR’s).
Share knowledge and best practice across the sales team; serve as mentor to others
Regularly utilize sales tools (salesforce.com) to track and manage the sales cycle
Maintain integrity in dealing with internal teams, clients, and partners