Account Executive - Logistics Sales Indirect Role

SPS Commerce•Minneapolis, MN

6d•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! We're seeking an Account Executive on the Logistics Sales Team! This is an indirect sales role in a high-growth area of SPS Commerce that is a Sales and Lead Generating Organization. The Indirect Logistics AE will be chartered with initiating, growing and executing on mutually beneficial partnerships with 3PLs, Carriers and other members of the Supply Chain Community. You’ll continuously seek new business derived from prospecting, partner development, territory management, and periodically going onsite with 3PL’s and Carriers. Internal Annual and quarterly business planning will be used to set up the territory for success including running business reviews with your Partners. The position will pull in resources from the sales engineering team, partner with other direct sales teams, and work to transition business to our implementation team or to ensure partner-led projects are running effectively. The Account Executive will grow business with a constant mix of new and expanding 3PL Partners with a strong emphasis on net new partner acquisition.

Requirements

Bachelor’s degree AND 2 years of relevant work experience OR some post-secondary education AND 3 years of relevant work experience
Relevant work experience is defined as 2+ years of sales experience with a minimum of 1 year in a commission-based hunter sales role
Clear, concise, and confident communicator (verbal, non-verbal, written), including effectively altering vocal tone/inflection, listening, and writing relevant and engaging content
Proven aptitude for sales: bias toward action, entrepreneurial, engaging, resilient, listener, curious, grit, gumption
Demonstrative behaviors around integrity, relationship building, and leadership expectations

Nice To Haves

2+ years of sales experience with a minimum of 1 year in a commission-based hunter sales role preferred
Proven competence with Microsoft Office (e.g., Word, Excel, PowerPoint, Outlook) and Salesforce.com
Ability to translate and clearly communicate business issues and technical information to individuals with varied levels of expertise

Responsibilities

Drive lead generation through strong business relationships and a prescriptive sales process with supply chain companies in the logistics and transportation sectors in your defined sales territory
Consistently Collaborating with Logistics Direct Sales Reps to maximize 3PL and Carrier opportunities for SPS Commerce
Work closely with other SPS sales organizations when 3PL and Carrier Partners introduce new opportunities to SPS Commerce to create proper alignment and increase opportunity for success
Prospect for new 3PL Partners through email campaigns, networking, cold calling, and other strategies you determine can reach client most effectively
Innovate sales in the supply chain & logistics market to uncover new business opportunities to help diversify SPS Commerce revenue sources
Embed SPS Commerce services within the solution portfolios of our logistics partners
Create thorough business plans that details the specific markets, activities, and milestones required to meet lead generation and closed opportunity objectives
Collaborate with an account team to understand and leverage existing SPS relationships while cultivating a culture that grows together and aligns with SPS Values
Maintain a rolling 90-day pipeline to meet or exceed indirect quota
Maximize consistent and accurate sales, partner forecasts and metrics using specified tools and applications
Work to maintain customer satisfaction; respond to customers in a timely manner; ensure the customer has proper alignment with Customer Success
Document key findings, progress, insights, and pipeline velocity in Salesforce.com