Named Account Executive (GA - SLED)

NWN Carousel•Atlanta, GA

4d•Hybrid

About The Position

The Named Account Executive role is responsible for relationship management and selling NWN's key offerings to a specific set of the company's largest existing accounts. The Named Account Executive is chartered to generate increased footprint and share of account spend through the sale of NWN's key offerings within the assigned account(s). Focuses on managing a specific set of accounts, selling NWN’s key offerings to existing customers. Meet or exceed the assigned annual quota (typically $1M+). Participate in business development/demand generation activities to support customer growth. Follow NWN’s core selling models and tools, consistently use techniques and processes learned in our Force Management training and follow the MEDDICC methodologies for field sales. Research accounts to gain an understanding of the business/organization function, their target customers/markets, how they transact business, key decision makers, existing VAR relationships, key financial metrics and the information technology budget. Represent NWN in a professional and highly ethical manner at all times. Develop relationships with focus manufacturer representatives covering your specific accounts Develop relationships with multiple decision makers and departments within accounts. Gain an understanding of the information technology strategy of assigned accounts, key projects for the current and upcoming years. Consistently and effectively, communicate NWN’s value proposition to key stakeholders within assigned accounts. Introduce NWN content experts (Solution Architects, Offering Leaders, Offering Technical Leads and Executives) to key stakeholders within your assigned accounts. Practice the concept of "none of us is as smart as all of us." Understand and stay current with partner registration programs and incentives. Utilize the company’s CRM tool and prospecting tools as directed by sales management. Maintain consistent contact with all assigned accounts. Work with internal and external resources to develop and sell new our solutions. Work with pre-sales to develop proposals and statements of work to sell NWN solutions. Forecast business regularly and accurately and regular using the company CRM tool. Regular meetings with Offerings teams and assigned customers to promote NWN’s solutions and services. Attend and facilitate marketing events that are relevant to NWN sales team. Attend company-facilitated trainings and business meetings.

Requirements

Bachelor’s Degree in Arts/Sciences (BA/BS) or equivalent and relevant work experience
4+ years selling technical solutions
Outside sales experience with direct end-user accounts
Consistent and documented over-quota performance in a gross margin-driven environment
Understanding of key technology solutions.
Working knowledge and/or the ability to quickly assimilate and reliably use NWN’s core selling models and tools, specifically SalesForce platforms, MEDDICC selling methodology and fundamental skills learned in our Force Management sales process training.
Possess and demonstrate a "relationship management" mentality.
Understanding of key technology offerings.
Resilient and positive can do attitude.
Ability to learn and adapt quickly.
Solid communication skills, reasoning ability and people skills.
Superb listening skills.
Excellent oral and written communications skills, ability to present effectively.
Excellent interpersonal and collaboration skills and ability to work in a team environment.
Excellent negotiation and conflict resolution skills.
Understanding and use of solution selling approach.
Must possess a clean driving record and have access to a personal vehicle or reliable transportation.

Responsibilities

Manage a specific set of accounts, selling NWN’s key offerings to existing customers.
Meet or exceed the assigned annual quota (typically $1M+).
Participate in business development/demand generation activities to support customer growth.
Follow NWN’s core selling models and tools, consistently use techniques and processes learned in our Force Management training and follow the MEDDICC methodologies for field sales.
Research accounts to gain an understanding of the business/organization function, their target customers/markets, how they transact business, key decision makers, existing VAR relationships, key financial metrics and the information technology budget.
Represent NWN in a professional and highly ethical manner at all times.
Develop relationships with focus manufacturer representatives covering your specific accounts.
Develop relationships with multiple decision makers and departments within accounts.
Gain an understanding of the information technology strategy of assigned accounts, key projects for the current and upcoming years.
Consistently and effectively, communicate NWN’s value proposition to key stakeholders within assigned accounts.
Introduce NWN content experts (Solution Architects, Offering Leaders, Offering Technical Leads and Executives) to key stakeholders within your assigned accounts.
Understand and stay current with partner registration programs and incentives.
Utilize the company’s CRM tool and prospecting tools as directed by sales management.
Maintain consistent contact with all assigned accounts.
Work with internal and external resources to develop and sell new our solutions.
Work with pre-sales to develop proposals and statements of work to sell NWN solutions.
Forecast business regularly and accurately and regular using the company CRM tool.
Regular meetings with Offerings teams and assigned customers to promote NWN’s solutions and services.
Attend and facilitate marketing events that are relevant to NWN sales team.
Attend company-facilitated trainings and business meetings.