PURPOSE
Senior Account Executives based in the USA supports our growth in high-volume capture solutions. You will have a ‘’hunters’’ mentality and be able to challenge the status quo in a non-confrontational manner. By utilizing your skills in communication, presentation, persuasion, and technical knowledge you will help customers understand and realize measurable benefits from adopting ibml technologies to assist their digital transformation. The successful candidates will work collaboratively across teams including software and product development, sales and marketing, implementation, third party developers, and customers to drive the continual development and enhancement of ibml high-volume document scanning and data capture solutions.
ROLE AND RESPONSIBILITIES
- Continually build and close pipeline for ibml high-volume document scanning and data capture solutions
- Generate new business in existing and new accounts
- Qualify and follow up leads
- Develop, prepare, and deliver Sales presentations and proposals
- Ability to negotiate with Senior and C-level executives
- Accurately forecast sales and meet/exceed sales quotas
- Manage contract negotiations
- Listen, educate, advise, and sell
- Track, monitor, and report using Salesforce CRM
- Identify and refer non-cloud technology opportunities to the ibml sales team
- Work collaboratively; internally and externally
- Engage with the Presales Engineering and Solutions team early in each sales cycle to collaboratively develop winning customer solutions
- Be an evangelist and subject matter expert for ibml solutions across ibml
- Develop credibility and cultivate relationships with the wider ibml sales, marketing, and product management team through fluency in ibml and third party cloud technology and customer applications
- Develop and maintain a knowledge of all ibml products and services
- Focus on customer satisfaction
- Bring back customer and market knowledge (VOC) to educate the wider ibml teams and help develop pursuit strategies, customer application knowledge, commercial models and to feed into the product roadmap
PREFERRED SKILLS, QUALIFICATIONS AND EDUCATION REQUIREMENTS
- Two+ year successful track record selling document scanning and data capture solutions directly to end customers
- Five+ years direct sales experience
- Operational experience, in the BPO market, would be considered a plus
- Must be driven with an entrepreneurial spirit and a sense of urgency, have a positive can-do attitude and be resourceful
- Knowledge of big data, security and privacy, RPA, artificial intelligence, and machine learning would be considered a plus
- Experience of document capture, ECM, and content services
- Proven ability to manage complex sales cycles and craft sophisticated value propositions that deliver demonstrable ROI to the client
- Strong communication and presentation skills
- Ability to work collaboratively with cross functional teams
- Experience working with CRM systems, especially Salesforce an advantage
- Ability to travel frequently throughout the USA and Canada
- A passion to ensure a superb customer experience
- Understanding of the Digital Transformation opportunity facing organizations
- Experience selling to Financial Services, Banking, Insurance, and Federal Government sectors an advantage
- Ability to establish and maintain a positive working relationship with co-workers, partners, and customers
- Execution focused with creativity, integrity, and persistence
ADDITIONAL NOTES
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)