Strategic Account Executive, Utilities | Install Base - IFS Copperleaf

IFS•Itasca, IL

10d

About The Position

As one of Copperleaf’s Account Managers you will be assigned customer accounts and drive the identification and qualification of opportunities while executing account strategy and generating license, support and services revenues. This role is focused on working with established Copperleaf and IFS clients. Your role will include the following activities:

Requirements

You naturally connect with people and make friends wherever you go
You are focused on creating great outcomes for your customers and love to see their success
You love challenges and are driven to win
You have strong skills in problem solving and strategic thinking
You have experience and are comfortable selling enterprise software to C level executives
You know how to navigate complex organizations and have experience with complex software sales, solution selling and value based selling
You can position new business within the account by developing, communicating and driving effective selling strategies that are based on a customer-specific value proposition
You enjoy leading a cross-functional team to drive results
You have dynamic presentation skills, the ability to articulate customer problems and challenges, and then link them to the value proposition
You have general familiarity with consultative selling methodologies
You enjoy travelling and are willing to spend 50% of your time visiting clients or attending industry events in the region (during COVID, travel expectations will vary based on target account locations and relevant Copperleaf guidelines, account guidelines, and local/federal regulations)
Experience in asset intensive industries such as Utilities, Oil & Gas, Mining, Public Sector or Transportation is desirable

Responsibilities

Work with your assigned accounts to build a network of relationships across multiple functional areas and levels of the organization
Deeply understand each account’s challenges and opportunities in the portfolio planning and asset management spaces.
Identify how Copperleaf can make a difference to the account’s business and to the personal success of our champions
Co-create a solution roadmap with accounts where it makes sense for us to engage
Drive the procurement and commercial processes to successfully close business.
Lead a Copperleaf “deal team” to support both solution definition and sales process execution
Champion the needs of your customer and your deal internally within Copperleaf
Continuously gather knowledge of competitors and how to effectively position our solution
Drive a sales process that will highlight our solution as a strategic advantage to the prospect
Routinely discuss and communicate opportunity plan sales strategy with other members of the account team, as well as field and corporate management
Maintain an accurate and documented pipeline of opportunities (prospects and suspects) within CRM