Strategic Account Executive - Analytics

SPS Commerce•Minneapolis, MN

10d•Hybrid

About The Position

SPS Commerce is a leading provider of cloud-based supply chain management solutions, serving a global network of retail trading partners. We foster a collaborative and inclusive work environment where innovation and continuous improvement are highly valued. Join SPS Commerce and be part of a dynamic team that's transforming the global retail supply chain! Position Summary: In this quota-carrying and fast-paced role on our Analytics Sales Team, the Strategic Account Executive will continuously seek net new business derived from prospecting, territory management, and periodically going onsite. This position will pull in resources from the sales engineering team and work to transition business to our implementation team. Once a new customer is onboard, this account will remain as part of your territory for possible upsell or cross sell. In this role, the Strategic Account Executive will grow business with a constant mix of new and expanding clients with a strong emphasis on net new customer acquisition. The Strategic Account Executive (SAE) for Analytics is first and foremost a hunter of net new business among our Small and Emerging Suppliers ($50 to $300 million in annual revenue). In addition, the SAE will work to upsell and cross sell their current account base and respond to incoming leads from a variety of sources. Partnering with an Associate Account Executive, this position will use business acumen and corporate savvy to demonstrate and prescribe SPS solutions to potential clients. 100% Direct Sales Measurement Description: quota based defined sales territory

Requirements

Bachelor’s degree AND 5 years of relevant work experience with 3+ years quota-carrying sales experience OR some post-secondary education AND 9 years of relevant work experience
Demonstrated experience managing sales cycles from prospecting to close, building a pipeline, patiently overcoming objections, using tools and resources to demonstrate ROI, effectively forecasting, and persisting through short and long sales cycles
Proven experience generating leads from your own prospecting efforts, leveraging your contacts and existing accounts and partners
Clear, concise, and confident communicator (verbal, non-verbal, written), including effectively altering vocal tone/inflection, listening, and writing relevant and engaging content
Ability to translate and clearly communicate business issues and technical information to individuals with varied levels of expertise
Excellent skills with cross-functional teamwork (e.g., product management, support, sales leadership, and senior management)
Demonstrative behaviors around integrity, relationship building, and leadership expectations

Responsibilities

Drive a value-based sales process and manage a defined sales territory (e.g., identify, develop, and close new business opportunities)
Prospect for new clients through email campaigns, networking, cold calling, and other strategies you determine can reach client most effectively
Engage in all qualified leads/opportunities assigned from a variety of teams (e.g., Channel, Logistics, Analytics, Marketing, Community, Lead Generation)
Collaborate with an account team to understand and leverage existing SPS relationships while cultivating a culture that grows together and aligns with SPS Values
Nurture prospects and current customers; cross-sell and upsell existing subscribers
Maintain a rolling 90-day pipeline to meet or exceed ARR quota
Work to maintain customer satisfaction; respond to customers in a timely manner; ensure the customer has proper alignment with customer success
Document key findings, progress, insights, and pipeline velocity in Salesforce.com