IIM Enterprise Account Executive III

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

11d•Remote

About The Position

The IIM Enterprise Account Executive role is a commissioned sales position responsible for the consistent development of a pipeline of opportunities from new and existing enterprise clients. This role focuses on identifying opportunities, understanding client needs, and delivering tailored solutions that align with client business objectives. The primary objective is to drive IIM revenue growth in strategic markets and within top-tier clients to contribute to the company's overall success. This is a National Role - Anywhere in the USA with an OTE of $240,000.

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
Four-year college degree or satisfactory completion of a business curriculum from an accredited school and/or equivalent work experience
7-10+ years of experience in complex sales
7-10+ 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.
Developing and executing a comprehensive sales strategy plan to generate leads and opportunities within and outside the Konica Minolta customer base to meet/exceed established quota. All lead qualification efforts will be managed and reported through the CRM system.
Prospecting and developing business relationships with potential enterprise clients.
Leveraging 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 customer needs and documenting client challenges to effectively work with the Sales Engineering team to execute the Konica Minolta IIM Experience. This includes collaborating on alternatives for proposed solutions and discussing or demonstrating other options per client requirements.
Scope / Project Profile Preparation – Responsible for defining project requirements, 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 the final review of the Functional Requirements Document (FRD), comparing expectations to proposed delivered results.
Post-Implementation Activities – Responsible for participating in the final review of the implementation, comparing expectations to delivered results. Includes review of ROI and assisting in the development of the Case Study.
Account Management – Responsible for working with the Customer Success Manager to provide a strategic account team responsible for ensuring clients achieve desired outcomes through 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 the Account is capitalizing on their system to the highest possible level.
Identifying upsell/cross-sell opportunities within the assigned account base and engaging the proper team to close new opportunities.
Actively contributing ideas to improve the sales process and overall growth and quality of the sales team.
Continuing 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.