Account Executive

Internap Network Services Corporation Santa Clara , CA 95051

Posted 6 months ago

GENERAL OVERVIEW:

The Account Executive is responsible for delivering sales results within his/her assigned geography. This individual will leverage INAP services to attain his/her assigned Business Unit sales quota including: Cloud (Agile), or Managed Hosting, Colocation, IP Services, and CDN. A successful AE has exceptional organizational skills; written and verbal communication skills; a demonstrated ability to multi-task; and strong desire to prospect and close New Logo business. He/she is a high-intensity, 'hunter' with a demonstrated track record of aggressively building a funnel and translating opportunities into orders. Industry related selling experience and/or technical competency are strongly preferred

RESPONSIBILITIES:

Include, but are not limited to the following:

  • Complete all company required training, but pro-actively seek and obtain the knowledge/capabilities to enable sales success in your market.

  • Understand and articulate (orally, written, PowerPoint presentation) the company value proposition into specific customer benefits

  • Build the sales funnel:

  • "Cold" lead development telesales, hosted industry events (open-houses, product demos, etc), cold-calling, follow-up marketing lead generated opportunities, etc.

  • "Warm" lead development existing account expansion, RFP response, former account recovery, etc.

  • Meet/exceed sales quotas

  • Identify and develop partners to accelerate sales (agents, datacenter partners, VARs, resellers, etc)

  • Attend training on sales techniques, technology, presentation skills.

  • Develop familiarity with Salesforce.com and utilize as basis for: contact management database, sales opportunity tracking, sales forecast and report generation.

QUALIFICATIONS/EXPERIENCES:

  • BA/BS degree required or Associates Degree with 5+ years of relevant work and industry experience.

  • MBA Desired.

  • 5 yrs+ outside sales experience with consistent > 100% quota attainment.

  • Preferred outside sales experience in IT, Public or private cloud services, hosting and/or colocation.

  • Success translating customer goals into a sales strategy to support revenue achievement

KEY KNOWLEDGE, SKILLS, ABILITIES

  • Knowledge of financial models to ensure opportunity meets INAP goals and targets

  • Ability to solve problems quickly and completely.

  • Ability to overcome customers' objections, and qualify opportunities.

  • Effective stand up presentation skills

  • Effective listening skills.

  • Excellent written and electronic communication skills.

  • Maintains professional appearance and demeanor.

  • Ability to work collaboratively with all departments on sales issues.

  • Demonstrates high standards of ethical conduct.

  • Self starter with positive, optimistic attitude.

  • Ability to develop an effective sales call plan.

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Account Executive

Internap Network Services Corporation