Account Executive - Community

SPS Commerce•Minneapolis, MN

2d•Hybrid

About The Position

SPS Commerce is a leading provider of cloud-based supply chain management solutions, serving a global network of retail trading partners. We foster a collaborative and inclusive work environment where innovation and continuous improvement are highly valued. Join SPS Commerce and be part of a dynamic team that's transforming the global retail supply chain! Position Summary: In a quota-carrying, fast paced role, the Community Account Executive calls on Supplier leads generated by our Retail partner programs, working with the prospect to understand and meet their partners needs by prescribing the right solution. With a focus on the more complex or Enterprise level leads, the goal is to maximize the immediate opportunity while creating future growth potential.

Requirements

Bachelor’s degree AND 2 years of relevant work experience OR some post-secondary education AND 3 years of relevant work experience
Clear, concise, and confident communicator (verbal, non-verbal, written), including effectively altering vocal tone/inflection, listening, and writing relevant and engaging content
Demonstrative behaviors around integrity, relationship building, and leadership expectations

Nice To Haves

Ability to translate and clearly communicate business issues and technical information to individuals with varied levels of expertise
Detail oriented
Collaborative problem solver
Ability to translate and clearly communicate complex business issues and technical information to individuals with varied levels of expertise
Retail experience or expertise

Responsibilities

Execute on retailer-directed leads, investigating each prospects current environment while prescribing the best solution to meet their needs, with a focus on more complex, change management events for Enterprise level trading partners or those known to use a competitive solution.
Act as an extension of our retail partners by communicating and translating their value, the “why”, timelines and requirements tailored to each partner to maximize vendor commitments via signed agreements.
Document all activity including key findings, progress, insights, and pipeline velocity by leveraging Salesforce.com & Gong.
Successfully navigate supplier organizations of all sizes, including skilled use of ZoomInfo etc to engage the right contact while aligning the correct business, technical and 3rd party resources needed to make a decision.
Define and execute next steps needed to drive a sales cycle through to a decision based on program timelines.
Successfully handle objections, leveraging retailer messaging, the SPS account team and all available resources (with the goal of avoiding an unnecessary escalation to the buying org).
Utilize discovery questions to understand a supplier’s current environment with the intention of qualifying a larger opportunity beyond the current request.
Provide feedback on lead and program quality early and often to ensure we are managing Retailer expectations appropriately and changing course where necessary, this includes escalating known or anticipated issues and complications
Partner with Supplier Sales SAE’s as needed to maximize the immediate or future opportunity.
Build strategic relationships with named accounts to move those suppliers efficiently and effectively through a successful sales cycle while creating the best customer experience possible.
Have a clear understanding of the core parties involved in the supplier’s supply chain tied to retail fulfillment (ie. 3PL, broker, EDI provider) and their dependencies on each other