Account Executive - Install Base

Kinaxis Inc.•Remote,

23h•Remote

About The Position

About Kinaxis Are you looking to join an innovative, market-leading company where you can truly elevate your career? At Kinaxis we are serious about culture, we are serious about technology, we are serious about customers, and we are serious about not taking ourselves too seriously. If you are looking to be part of an incredible growth story, then we might just be the place for you! In 1984, we started out as a team of three engineers. Today, we have grown to become a global organization with over 2000 employees around the world, 6 global office and a best-in-class HQ in Ottawa, Canada. As winners of several Top Employer awards globally, we are proud to work with our customers and employees towards solving some of the biggest challenges facing supply chains today. Kinaxis is a global leader in modern supply chain orchestration, powering complex global supply chains, and supporting the people who manage them. Our powerful, AI infused platform provides full transparency and visibility across end-to-end supply chains, enabling our customers to make faster, better decisions. We are trusted by renowned global brands to provide the agility and predictability needed to navigate today’s volatility and disruption. With more than 40,000 users in over 100 countries, we are expanding our team as we continue to innovate and revolutionize how we support our customers. Location This is a remote position. You can work from home and be located anywhere in the United States. About the team As part of continued growth Kinaxis is expanding its North American presence and offers a unique combination to contribute and opportunities of a growing business with the benefits of an established client base located within the region, top quartile referenced product portfolio along with company stability and resources to deliver and execute its growth strategy. The retention of existing accounts is key to the ongoing growth and reputation of Kinaxis. A high-profile account is a compelling advocate or our solutions but the loss of a account can do tremendous damage to our industry reputation and compromise pipeline deals. Often the technical go live is not only a celebrated internal milestone but also perceived as a summit conquered from where we can relax our efforts with the customer. A common rule in climbing that “more people die coming down than going up." This is where the hard yards start. The customer sees technical go live as the creation of a platform for greater things. It is the role of the existing Key Account Manager to maintain and exploit that platform for maximum mutual value.

Requirements

+8 years’ experience in selling strategic, enterprise level mission critical solutions (SCM, ERP, BI)
Highly credible and able to demonstrate understanding of the relevant client operations and strategies and linking them to the relevant solutions and high value propositions that go beyond just technology
Team player who is able to work and help ensure delivery of client sales propositions
Sales experience in High Tech Electronics, Industrial, Pharmaceutical, Automotive and similar manufacturing oriented industries with the ability to ultimately lead the sales for a particular industry vertical
Degree qualified with industry and SCM/SCP experience preferred
Highly motivated who has achieved or exceeded consulting or sales quotas in new or emerging markets with leading and of “Best of Breed” technologies.
Experience working in different North American markets, geographies in complex deals
Ability to effectively and strategically engage with executive level decision makers, and develop joint strategies for growth
Ability to sell to multiple constituencies within an organization (Manufacturing Operations, Demand Management, Finance, IT)
Consultative, value-proposition/business case driven sales methodology experience.
Must be an articulate, persuasive and passionate communicator with excellent presentation skills
Ability to work and act independently and be pro-active
Ability to travel as required

Responsibilities

Leads efforts for identifying opportunities and growing revenue in existing accounts.
Working with Kinaxis senior management to develop the relevant account strategies and engagements to drive pipeline growth and close deals within agreed timelines
Establishing and maintaining high-level, executive relationships with New Name Accounts, focusing on the establishment and maintenance of strategic relationships (direct and reseller).
Qualifying prospects according to Kinaxis’ capabilities and applicability.
Providing accurate sales forecasts and relevant reporting based upon realistic close timelines.
Communicating product improvements and recommendations that originate in the field.