Role Description:Loftware provides Enterprise Labeling Solutions for global manufacturing companies. Enterprise Labeling Solutions are mission critical to our customers in assuring continuity in their production, inventory control, and overall supply chains, conformance with global regulatory agencies for product identification and shipping regulations, as well as rapidly changing business partner requirements that directly impact shipping documentation finished goods branding and labeling. Our customer's requirements require a dynamic, agile, high-performance solution that is integrated with their ERP, WMS, PLM, MES and related supply chain execution applications. They also demand a rapid return on their investments. Loftware is the global leader in this market.
Loftware's Account Executives "own" and manage a base of customer accounts in a vertical market segment across North America. This approach allows the Account Executive to devise specific vertical market strategies, which are executed with support from the executive team, sales management and marketing personnel. Programs can include our thought leadership platforms, internet-based programs, industry and customer focused events and more... This position provides a unique opportunity to run a "business within Loftware". The Account Executive will personally target our existing largest customers in the Consumer Products Group (CPG) vertical as well as benefit from on-going revenue generated by the inside sales team in the group as well as a strong base of annual software renewal accounts. The great news is that the Company has a large existing customer base within each vertical market, the domain knowledge, the Marketing Machine, industry-leading solutions, and executive know-how that will support your success.
Position reports to: VP of CPG Sales - Americas
Position requires you to manage other employees: no
Responsibilities:- Identify and Manage SaaS and subscription license and services sales opportunities within defined enterprise level Loftware customers and prospects.
- Work with supporting Inside Sales and Sales Development Representatives to coordinate and execute on prospecting campaigns to a select set of target organizations.
- Manage and maintain sales opportunities within a defined industry and territory in the AMER region
- Ensure subscription and support renewal accounts are retained and expansed where opportunities exist.
- Prepare and conduct quarterly business reviews with Sales and Marketing Leadership.
- Achieve the company's Growth Targets by meeting and exceeding defined quotas.
- Ability to travel 20% to 30% of your time for face to face customer and prospect meetings.
Required Qualifications:- 5+ years' experience selling SaaS, ERP, WMS, or Supply Chain software solutions.
- Proven success penetrating large enterprises and selling "deeper and wider."
- Experience selling to both existing accounts and net new business.
- Skilled at qualifying large opportunities and executing a value and solution-based sales process.
- Demonstrated ability to network and work effectively with strategic partners, i.e. SAP and Oracle.
- Knowledge of solution and value-based selling methodologies.
- Verifiable track record of achieving/exceeding quota.
- Working knowledge and experience with Salesforce.com or comparable CRM platform.
Soft Skills:- Ability to work effectively and cooperatively with virtual teams including Marketing, Solution Engineers, and Services.
- Highly skilled selling to multiple roles and levels within the large enterprise.
- Embraces a Team Selling approach and is able to 'captain' a sales project from start to close