Account Executive - Commerce (AE - Commerce)

Transact Campus•Philadelphia, PA

About The Position

Account Executive – Commerce (AE – Commerce) Chart your course and be part of new discoveries by joining the only fintech solution unifying the technologies of two companies to become the leader in payment processing. Illumia is the leader in innovative payment, mobile credential, commerce solutions as well as the world’s leading providers of integrated technology solutions powering housing, access, foodservice, nutrition, eCommerce, card systems for K-12, higher education, acute care, senior living, and business campuses. Summary: We are currently searching for candidates for Account Executive, Northeast – Commerce (AE – Commerce). We are looking for a highly motivated Account Executive in a field based, direct sales role responsible for expansion and development of existing Illumia Healthcare Commerce clients as well as acquiring new clients not licensing Illumia Commerce systems. You will meet or exceed sales objectives of the assigned territory by promoting and selling Illumia Commerce solutions to both Director and C-level executives through a consultative selling approach that effectively aligns the products to customer business objectives, while demonstrating a quantifiable value proposition for the customer. The Commerce Portfolio includes point-of sale (POS), cashless, and mobile products. This includes solutions for payroll deduction, badge pay, kiosks, and inventory management.

Requirements

5+ years outside sales experience selling SaaS solutions into healthcare segment.
Bachelor’s degree or equivalent education required.
Desire to WIN by helping clients achieve goals & objectives through needs-based analysis and consultative sales methodology.
Successful achievement of million-dollar quotas
Proven success prospecting, building pipeline and moving opportunities through the sales cycle: completing pre-sales discovery guides, presenting, writing, and proposing executive summaries, and discussing solutions at both director level and C-level of organizations (new + expansion)
Experience building new logo campaigns using Sales Automation tools (e.g., HubSpot)
Proven success managing pipeline of 60+ opportunities (new + expansion)
Experience leading complex sales processes involving team of SMEs.
Experience working with internal and external executive level stakeholders to grow relationships and identify/maximize opportunities.

Responsibilities

Generating expansion sales (cross sell & upsell) into accounts currently licensing the Illumia Healthcare Commerce product suite.
Generating new logo sales into accounts currently not licensing the Illumia Healthcare Commerce product suite.
Working closely with Client Success Managers (CSM) and Sales Development Representatives (SDR) to develop client success / growth plans.
Meeting and exceeding established sales quotas while adhering to our sales rules of engagement.
Making prospecting a part of the regular routine, ensuring that new prospects are being added to the pipeline on a consistent basis.
Managing a complex, enterprise sales process with a 12 month to 24 month purchasing cycle for larger opportunities.
Taking on the role of “virtual CEO” on all RFP’s. Working with the RFP team, it is the responsibility of the Account Executive to have a complete understanding of the healthcare clients’ needs. This includes understanding the solution the client requires, partner requirements, price sensitivity, incumbent product, potential objections, or concerns, Illumia Healthcare Commerce strategic value proposition, and any other relevant information necessary to create and run a winning sales process.
Continually learning about new products, services, and improving selling skills. The Account Executive will be required to attend training events throughout the year and will be expected to participate in self-paced tutorial learning when appropriate.
Being well informed about current Healthcare trends and being able to talk intelligently about the industry.
Becoming proficient with CRM / Sales automation tools and effectively using tools to enter all sales information into system to support reporting and forecasting requirements.
Keeping abreast of competition, competitive issues, and products.
Attending and participating in sales meetings, product seminars, and trade shows as assigned.
Preparing written presentations, executive summaries, reports, and price quotes.
Assisting in contract negotiations.
Managing sales pipeline and accurately forecasting expansion and new logo business on a monthly, quarterly, and annual basis.
Effectively and efficiently employing Illumia’s Healthcare resources (e.g., SVP of Sales, VP of Sales, General Manager, Solution Engineers, Product Management, Professional Services) at appropriate stages in the sales cycle; matching level for level, to grow and advance the sale.
Defining and executing territory sales plans.
Developing positive relationships with other employees in Marketing, Product Management, Global Services, Finance, Engineering, and other departments, as needed.
Collaborating with colleagues and supporting the overall team effort within the sales organization, to ensure that knowledge and expertise is leveraged throughout the sales team.