Strategic Account Executive (US East)

RF-SMART•Kent, OH

6h•Remote

About The Position

The Strategic Account Executive is responsible for renewing RF-SMART software subscriptions and directly selling RF-SMART products and services to assigned existing customer accounts. The role focuses on cultivating customer relationships, identifying and pursuing leads within the account base, and securing renewals and upsell business for ICS, Inc. The Account Executive engages with decision-makers, explains the value of RF-SMART products, provides pricing, and develops an engagement strategy for each assigned account. The position builds consultative relationships based on an understanding of customers’ business needs and industries. It qualifies opportunities, forecasts sales, maintains awareness of competitors, uses internal resources to advance sales, and coordinates with customer care and support to maintain customer satisfaction. The role also manages the sales pipeline, negotiates contracts with senior stakeholders, coordinates customer meetings and site visits, develops customer advocates, and keeps CRM information current. The role is based at the US East office in Jacksonville, Florida, or can be performed remotely within the East Coast territory. Significant travel is not expected, though travel for customer visits and trade shows may occur. RF-SMART does not sponsor applicants for employment visa status. The job description is not exhaustive, and duties or required skills may change with business needs.

Requirements

Bachelor’s degree in a business field or equivalent work experience.
Proven history of meeting and exceeding assigned goals.
Track record of consistent top-level performance.
Experience with consultative selling of services.
Experience with sales CRM systems such as Oracle/Siebel, Salesforce, or NetSuite.
Experience with Microsoft Office applications.
Ability to quickly build rapport and relationships.
Ability to build a comprehensive account strategy and drive the sales process from prospect through closure.
Ability to present and sell technology products in a business context.
Advanced problem-solving capabilities and ability to learn quickly.
Strong interpersonal, presentation, management, and negotiation skills.

Nice To Haves

Successful software or hardware sales experience, or high technical acumen.
Knowledge or experience with NetSuite.
Knowledge or experience with manufacturing and/or distribution processes.

Responsibilities

Establish professional, consultative relationships with clients and understand their business needs and industries.
Qualify opportunities and assess prospect value.
Forecast sales opportunities.
Maintain knowledge of competitors to position products and services strategically.
Use pre-sales and other resources to close sales and drive revenue.
Leverage RF-SMART Customer Care and Support resources to maintain customer satisfaction.
Communicate clearly with internal departments.
Participate in strategy meetings as required.
Update the CRM system accurately and promptly.
Deliver and negotiate contracts with senior-level stakeholders.
Coordinate site visits and customer meetings.
Develop customer advocates who can serve as references.
Renew software subscriptions.
Upsell software to existing customers.
Maintain and drive a sales pipeline.
Travel for customer visits and trade shows as needed; significant travel is not expected.
Build rapport and relationships, develop account strategies, and drive sales from prospecting through closure.
Present and sell technology products in a business context.