SPS Commerce, Inc

Enterprise Account Executive - Supplier Sales

Job Locations US-MN-Minneapolis
Posted Date 1 week ago(1/24/2023 10:38 PM)
Job ID
2022-7272
Category
Sales
# of Openings
1
Job Type
Regular
FTE Status
Full-time

Description

Our Enterprise Supplier Sales team is growing! Due territory expansions in 2023, we are adding multiple Account Executive roles. In this role, the Enterprise Account Executive (EAE) will work among large supplier accounts ($150 million + in annual revenue) to upsell and cross-sell their current account base and respond to incoming leads from a variety of sources. The Account Executive will work collaboratively with a Strategic Account Executive as well as other account team members to effectively create and uncover new sales opportunities.  This position will use your business acumen and corporate savvy to demonstrate and prescribe SPS solutions to current clients.

This is a quota carrying role: 80% Direct Sales/20% Indirect Sales.

 

Does this sound like you?

  • Results matter and you hold yourself to a high standard of performance. This shines in your fluent development of comprehensive partner go-to-market strategies
  • Obsessed with customers is how you work. You're an innovator with excellent communication, interpersonal and customer engagement skills as someone who can work cross-functionally as well as across different levels of leadership
  • You have mastered translating technical and business information to a variety of audiences and partner management is your true calling. You work with a sense of urgency without sacrificing the quality of the work you are providing
  • You work smarter and harder by thriving to hold stamina through a complex solution sales process. You often identify a problem, create a solution and bring it to a state of completion – with others or even on your own.

Why Join SPS?

We solve retail supply chain problems by cutting through inefficiency with innovation and automation. At SPS we empower retailers, suppliers, distributors, grocers and logistics partners to work better together with our people, our process and our tech products.

 

We have the world’s largest retail network, and we don’t just lead the industry, we are the industry. At SPS, we believe every employee makes a difference. We ensure employees have the tools, resources and training to explore new ideas and execute them. Our success comes from playing as a team.

 

The Day-to-Day

In this quota carrying role, you will be responsible for uncovering and driving opportunities within your assigned territory. Your territory will include current SPS Commerce customers.

  • Build strategic relationships with your current customer base through email campaigns, networking, account team planning , and other strategies you determine can reach your clients most effectively so you can offer SPS Commerce solutions to help the customer improve their business
  • Generate future business with current customers using a prescriptive approach that provides customers with a clear understanding of SPS Commerce Full-Service products and the value they can expect· Collaborate with internal team members and partners to create and present effective solutions to our customers
  • Orchestrate sales cycles and align with key stakeholders to drive maximum value, increase revenue and expand SPS services with current customers
  • Communicate trends in the customer base to Product Management, Channel, and Customer Success
  • Partner with clients as their business needs change and identify opportunities to upsell/ cross sell.
  • 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

 What experience and skills do I need?

  • Bachelor’s degree AND 5 years of relevant work experience with 3+ years quota-carrying sales experience OR some post-secondary education AND 4 years of relevant work experience
  • Demonstrated experience managing large or Enterprise sales cycles from prospecting to close, patiently overcoming objections, using tools and resources to demonstrate value, and persisting through sales cycles
  • Strong customer orientation with a demonstrated ability to identify customer challenges and articulate a value-added solution to meet their needs
  • Strong track record in selling achievements; conceptual and strategic sales experience with high motivation and results orientation
  • Demonstrated ability to think and plan strategically with organization and prioritization skills to execute effectively
  • Excellent communication and cross-functional teamwork skills (product management, support and implementation, sales and senior management).
  • Strong verbal, written & presentation communication skills, with ability to translate technical & customer information into products requirements for different level audiences
  • Proven competence with Microsoft Office (e.g., Word, Excel, PowerPoint, Outlook) and a CRM
  • Preferred Experience
  • Experience with Salesforce.com
  • Prior Retail and SaaS experience

SPS Commerce offers a comprehensive package of benefits including health, dental, vision, disability and life insurance, paid time-off, 401(k), health and flexible spending accounts, stock purchase plan and more. 

 

EOE including disability/ veteran

 

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