Senior Account Executive, Academic Medical Centers and Higher Education

Genesys•Virtual Office (Indiana), IN

3d•$111,700 - $196,300•Hybrid

About The Position

Genesys is seeking talented sales professionals for the Academic Medical Centers and Higher Education market. This role offers a creative, fast-paced, entrepreneurial work environment at the center of Genesys' innovation, reinforcing our position as a Top-Rated Gartner Quadrant CX Platform. As a sales professional, you will be responsible for driving growth and adoption within existing accounts while securing net new customer business. This role requires a rigorous commitment to prospecting, building a territory from the ground up, applying methodologies like MEDDPICC, developing customer charter plans, and demonstrating curiosity, creativity, action, and a drive for understanding. You will be a skilled public speaker and an even better listener, diligently capturing information to benefit customers in their partnership with Genesys. The successful candidate will possess established industry relationships and will further build a deep business and technical network through their knowledge of industry trends, environments, and funding/procurement processes.

Requirements

8+ years of field enterprise sales and/or business development experience with a focus on higher education, academic medical center, and/or healthcare selling AI, enterprise software, networking, infrastructure, customer experience, and/or cloud computing services.
Understanding and experience with AMCs, higher education, and funding in direct and indirect models.
BA/BS degree or equivalent experience.
Proficiency with enterprise platforms including Salesforce (CRM), Clari or similar (forecasting and opportunity management), Zoom (collaboration), and others such as ZoomInfo, DocuSign, Workday, and Tableau.
Demonstrated proficiency and adoption of MEDDPICC, Account Strategy Mapping, and Opportunity Plans.
Must be based in region with the ability to travel at least 25% as needed.

Nice To Haves

Technical sales and solutions background in customer experience, CCaaS, UCaaS, API's, infrastructure, AI, telecom, cybersecurity, etc.
Demonstrated history of consistently exceeding sales quota.
Experience selling to a variety of public sector agencies, including higher education, healthcare organizations, and local government offices.
Documented industry and customer network.

Responsibilities

Drive revenue, market share, and exceed new pipeline targets in your defined geographic region.
Effectively lead and manage active sales opportunities with prospects and customers using the Genesys Way of Selling (MEDDPICC).
Understand acquisition and procurement rules and processes to guide new customers through buying.
Accurately forecast and exceed monthly, quarterly, and yearly revenue targets.
Build, maintain, and iteratively evolve Territory Plans to crystallize and focus your strategy and priorities, aligning with Genesys’ strategic direction, including the development and management of a robust sales pipeline by engaging with prospects, partners, and key customers.
Collaborate and build strategically with Genesys Partners, including Value-Added Resellers (VARs), Integrators, AppFoundry, and Carrier channel partners to align on building greater awareness of our solutions, conduct effective and streamlined opportunity management, and attend events together.
Regularly plan initiatives with internal partners, including Business Development Representatives, Field Marketing, Event Marketing, Channel, and Healthcare teams, to support regional territory revenue growth goals.
Develop and refine your ability to present a compelling business value proposition for customers through effective written and speaking communication skills.
Understand the business and technical requirements of customers and help shape the direction of our product offerings.
Collaborate with Genesys’ internal business partners, including legal and finance teams, to manage complex contract negotiations.
Prepare and deliver business reviews to the senior management team on quarterly and yearly strategies that align with revenue growth expectations.
Accelerate customer adoption and ensure customer satisfaction in partnership with our Customer Success Managers.
Become an expert at positioning the business value of our Digital and AI portfolio.
Build a strong working knowledge of customer mission and priorities by researching Modernization plans, IT strategic plans, IG and GAO reports, etc.
Become an expert at aligning customer initiatives and priorities to Genesys capabilities in a way that differentiates our products and informs a strong Point of View on Why Genesys.