Senior Account Executive, Commercial

Job Description

We are currently hiring for a Senior Account Executive to join our Commercial Sales Team. The successful candidate will thrive in a flexible and diverse environment and will accelerate the success we are achieving in the Built segment. In this exciting role, you will be responsible for Mid-market Opportunities in the Built sub-vertical, focused on making first contact, selling to new customers by inspiring their ability to use aerial imaging to make their work processes more effective, and negotiating deals with a keen strategic eye. You will also be responsible for growing existing customer accounts within the predefined territory through additional products or expanded usage and adoption.

Key Responsibilities

• Hunt for New Opportunities by Prospecting for new logo's and upsell current customers

• Understand and embrace the company adopted Sales Methodology

• Understand Built use cases and personas within AEC

• Quickly manage and address any/all leads that come in from Marketing's efforts, most of which will be direct handoffs from the Inbound SDR team

• Partner with assigned Outbound BDR in weekly, monthly, and quarterly objectives, including strategic territory planning, prospecting efforts, and New Opportunity Creation (NOCs).

• Develop and plan account strategies and activities for specified accounts such as: managing accounts, selecting products for calls, identifying buyer influences, overcoming objections, introducing new products, making sales presentations and negotiating discount points

• Analyze multiple market factors to both anticipate/identify customer problems/needs and recommend appropriate solutions, and plan and implement strategic marketing plans

• Conduct technical training and demos for existing and potential clients on how products or services can benefit them financially and professionally

• Develop and maintain a sales forecast to help analyze market conditions and/or changes in assigned territory for maximum productivity and sales growth

• Research and monitor industry competitors, new products, and market conditions to understand a customer's specific needs and report to Sales Leadership

• Build and maintain contact with prospective customers to secure new business opportunities

• Leverage phone, email, and social media to engage with leads and opportunities

• Create proposals and negotiate contract terms, including payment, discounts, product inclusions/exclusions, etc.

• Respond to inbound web enquiries and increase revenue by matching client needs with Nearmap's suite of products

• Successfully manage the sales process: qualifying customer needs and budget, presenting appropriate solutions, negotiating and closing new business

• Achieve weekly, monthly and quarterly revenue targets

• Provide timely and accurate forecasts to Nearmap stakeholders and clear visibility on sales performance by ensuring accuracy and timeliness of data use and entry into CRM (Salesforce)

• Respond quickly and professionally to internal communications from fellow Nearmap employees

• Embrace constructive feedback from your manager and peers

• Be an active contributor in sales team meetings, vertical team meetings, sub-vertical team meetings and other internal meetings and trainings