Enterprise Account Executive II

Konica Minolta Business Solutions, U.S.A., Inc.•New York, NY

17h•Remote

About The Position

This role is an exciting opportunity to join the BlueIrisIQ Team as an Enterprise Account Executive II. The position is remote and located nationally in the U.S. The salary range includes base plus On Target Earnings (OTE). Essential job functions involve lead/opportunity generation and pipeline management, developing and executing sales strategies to meet or exceed quota, prospecting and developing business relationships with potential enterprise clients, and educating clients on the company’s solutions. The role also includes opportunity management and forecasting through CRM, proposal/RFP preparation, managing demonstrations and the Konica Minolta IIM Experience, scope/project profile preparation, and participating in pre-implementation and post-implementation activities. Additionally, the Account Executive will be responsible for account management, identifying upsell/cross-sell opportunities, contributing ideas to improve the sales process, staying knowledgeable about best practices and market trends, and participating in event planning and execution.

Requirements

Excellent interpersonal and communications skills
Ability to collaborate with internal partners, coworkers and external vendors
Ability to work within a team structure
Strong listening skills – ability to understand customer needs and equate them to our solutions
Strong knowledge of CRM tools
Strong knowledge of Microsoft Word and Excel
Job duties require moderate travel to prospect/customer locations, as assigned and/or as necessary.
Required job duties are sedentary and normally performed in a climate-controlled office environment or a remote work environment.
Ability to travel up to 25% of time.
Four- year college degree or satisfactory completion of a business curriculum from an accredited school and/ or equivalent work experience
5–7 + years of experience in complex sales
5-7 + years of experience in the IIM or a related industry
Experience providing solutions relating to business process improvement
Experience servicing internal and external customers
Experience working with external vendors/ partners
Experience with Solution or Strategic Selling

Nice To Haves

Strong knowledge of IIM products and services – Tungsten Automation, Hyland , Microsoft, Salesforce, , and Square 9, preferred

Responsibilities

Lead/Opportunity Generation and Pipeline Management – Responsible for responding to, developing, and qualifying leads into opportunities.
Responsible for developing and executing a comprehensive sales strategy plan to generate leads and opportunities within and outside the Konica Minolta customer base in an effort to meet/exceed established quota. All lead qualification efforts will be managed and reported through the CRM system.
Responsible for prospecting and developing business relationships with potential enterprise clients.
Leverage knowledge and experience to educate potential clients on the benefits of the company’s solution
Opportunity Management & Forecasting – Responsible for managing and documenting the opportunity/sales process through the use of the CRM system. Consistent updates to the CRM system will be required to ensure accurate forecasts.
Proposal / RFP Preparation – Responsible for managing the RFI/RFP process and the final response. Duties include pre-bid meetings, phone conferences, etc.
Demonstrations & Konica Minolta IIM Experience – Responsible for identifying and qualifying the customer needs and documenting the client’s challenges to effectively work with the Sales Engineering team to execute the Konica Minolta IIM Experience. This includes collaborating on alternatives for the proposed solutions in addition to discussing or demonstrating other options per the client’s requirements.
Scope / Project Profile Preparation – Responsible for defining the requirements of the projects, along with developing and communicating the ROI and Goals of the project. Responsible for working with the Sales Engineer and Professional Services in developing a Project Profile that will result in the development of a price proposal.
Pre-Implementation Activities – Responsible for participating in final review of the Functional Requirements Document (FRD), comparing expectations to the proposed delivered results.
Post-Implementation Activities – Responsible for participating in final review of the implementation, comparing expectations to the delivered results. Includes review of ROI and to assist in the development of the Case Study.
Account Management – Responsible for working with the Customer Success Manager to provide a strategic account team that is responsible for ensuring our clients achieve their desired outcomes through their interactions with Konica Minolta. In cases where a Customer Success Manager is not assigned, the Account Executive will be responsible for activities including regular follow-ups with the Account, and discussions to ensure that the Account is capitalizing on their system to the highest possible level. Responsible for identifying upsell/cross-sell opportunities within the assigned account base and engaging the proper team to close new opportunities.
Actively contribute ideas to improve the sales process and overall growth and quality of the sales team
Continue to grow knowledge and awareness of best practices and market trends
Event Participation – Responsible for participating in the planning and execution of various marketing activities. Roles may include actively driving attendance, presentations, and general networking activities.
Performs other duties, as assigned.