Account Executive

Description

We're seeking an Account Executive on the Logistics Sales Team! This is an Direct sales role in a high-growth area of SPS Commerce that is a Sales and Lead Generating Organization. The Logistics AE will be chartered with initiating, growing and executing on mutually beneficial partnerships with 3PLs, Carriers and other members of the Supply Chain Community. You'll continuously seek new business derived from prospecting, partner development, territory management, and periodically going onsite with 3PL's and Carriers. Internal Annual and quarterly business planning will be used to set up the territory for success including running business reviews with your Partners. The position will pull in resources from the sales engineering team, partner with other direct sales teams, and work to transition business to our implementation team or to ensure partner-led projects are running effectively. The Account Executive will grow business with a constant mix of new and expanding 3PL Partners with a strong emphasis on net new partner acquisition.

Why 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 and always playing to win. Careers don't just grow here, they're made here.

The Day-to-Day

This role will be a 100% Direct Sales role

• Drive lead generation through strong business relationships and a prescriptive sales process with supply chain companies in the logistics and transportation sectors in your defined sales territory

• Consistently Collaborating with Logistics Direct Sales Reps to maximize 3PL and Carrier opportunities for SPS Commerce

• Work closely with other SPS sales organizations when 3PL and Carrier Partners introduce new opportunities to SPS Commerce to create proper alignment and increase opportunity for success

• Prospect for new 3PL Partners through email campaigns, networking, cold calling, and other strategies you determine can reach client most effectively

• Innovate sales in the supply chain & logistics market to uncover new business opportunities to help diversify SPS Commerce revenue sources

• Embed SPS Commerce services within the solution portfolios of our logistics partners

• Create thorough business plans that details the specific markets, activities, and milestones required to meet lead generation and closed opportunity objectives

• Collaborate with an account team to understand and leverage existing SPS relationships while cultivating a culture that grows together and aligns with SPS Values

• Maintain a rolling 90-day pipeline to meet or exceed indirect quota

• Maximize consistent and accurate sales, partner forecasts and metrics using specified tools and applications

• 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 skills and experience do I need?

• Bachelor's degree AND 2 years of relevant work experience OR some post-secondary education AND 3 years of relevant work experience

• Relevant work experience is defined as 2+ years of sales experience with a minimum of 1 year in a commission-based hunter sales role

• Clear, concise, and confident communicator (verbal, non-verbal, written), including effectively altering vocal tone/inflection, listening, and writing relevant and engaging content

• Proven aptitude for sales: bias toward action, entrepreneurial, engaging, resilient, listener, curious, grit, gumption

• Demonstrative behaviors around integrity, relationship building, and leadership expectations

Preferred Experience

• 2+ years of sales experience with a minimum of 1 year in a commission-based hunter sales role preferred

• Proven competence with Microsoft Office (e.g., Word, Excel, PowerPoint, Outlook) and Salesforce.com

• Ability to translate and clearly communicate business issues and technical information to individuals with varied levels of expertise

Travel up to 10% in the USA

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 veterans/disability