IIM Sr. Strategic Account Executive I
About The Position
This is a National role, remote within the US. The Sr. Strategic Account Executive I is responsible for responding to, developing, and qualifying leads into opportunities. They will develop and execute 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. The role involves prospecting and developing business relationships with potential strategic clients, leveraging knowledge and experience to educate potential clients on the benefits of the company’s solution. The executive will manage and document the opportunity/sales process through the CRM system, ensuring accurate forecasts through consistent updates. They will also manage the RFI/RFP process and final response, including pre-bid meetings and phone conferences. Identifying and qualifying customer needs and documenting client challenges are key to working 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. The role requires defining project requirements, developing and communicating ROI and Goals, and working with the Sales Engineer and Professional Services to develop a Project Profile for a price proposal. Pre-implementation activities include reviewing the Functional Requirements Document (FRD) and comparing expectations to delivered results. Post-implementation activities involve reviewing the implementation, comparing expectations to delivered results, reviewing ROI, and assisting in the development of Case Studies. The executive will work with the Customer Success Manager to provide a strategic account team, ensuring clients achieve desired outcomes. In cases where a Customer Success Manager is not assigned, the Account Executive will be responsible for regular follow-ups and discussions to ensure the Account is capitalizing on their system. Identifying upsell/cross-sell opportunities within the assigned account base and engaging the proper team to close new opportunities is also a responsibility. The role includes actively contributing ideas to improve the sales process and overall growth and quality of the sales team, and continuing to grow knowledge and awareness of best practices and market trends. Event participation, including planning and execution of marketing activities, driving attendance, presentations, and networking, is also required. Other duties may be assigned.
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
- 15-20 years of experience in complex sales
- 15 -20 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
- Ability to travel up to 25% of time
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
- Prospecting and developing business relationships with potential strategic clients
- Leveraging knowledge and experience to educate potential clients on the benefits of the company’s solution
- Managing and documenting the opportunity/sales process through the use of the CRM system
- Consistent updates to the CRM system to ensure accurate forecasts
- Managing the RFI/RFP process and the final response
- Identifying and qualifying the customer needs and documenting the client’s challenges
- Defining the requirements of the projects
- Developing and communicating the ROI and Goals of the project
- Participating in final review of the Functional Requirements Document (FRD), comparing expectations to the proposed delivered results
- Participating in final review of the implementation, comparing expectations to the delivered results
- Assisting in the development of the Case Study
- Working with the Customer Success Manager to provide a strategic account team
- 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
- Participating in the planning and execution of various marketing activities
- Performs other duties, as assigned
Benefits
- Base + On Target Earnings (OTE)
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
Associate degree
