IIM Sr. Enterprise Account Executive II

Konica Minolta•Boston, MA

55d•Remote

About The Position

Must have experience selling to State Government as well as Case Management Solutions (Hyland OnBase and Salesforce preferred) Must be in the New England area and be able to go to the client site (Boston) often - position is remote 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 Strong knowledge of IIM products and services - Tungsten Automation, Hyland , Microsoft, Salesforce and Square 9, preferred

Requirements

Four- year college degree or satisfactory completion of a business curriculum from an accredited school and/ or equivalent work experience
15+ years of experience in complex sales
15+ 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

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.