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What You'll Do:
The Sr. Account Executive is responsible to closing Net New Clients in the assigned region. This position works with the sales team to ensure the execution of the sales growth and performance plans as directed by senior leadership. The Sr. Account Executive contributes analysis and research which will be used to position Digital River as a leader in the market place.
Drives Sales Cycle and Closes Net New Opportunities
* Moves client prospects through the sales cycle from consideration to executed contract
* Partners closely with the SDR team to review sales opportunities to ensure they meet pre-defined selection criteria and pursues qualified leads
* Brings assigned pipeline leads and client opportunities to Digital River
* Works with the Sales Leadership team to provide guidance to pipeline development
* Negotiates and manages all aspects of new client acquisition, relationship management through implementation and hand-off to the Account Management Team
* Plans and prioritizes sales activities and customer/prospect contact working towards achieving agreed business aims, including costs and sales
* Ensures accuracy of CRM database of prospect contacts, leads and opportunities
Sales Operations and Market Research
* Helps facilitate collaboration between the Sales Team and other DR functions, including, but not limited to, marketing, finance, product, engineering, to drive for results and close net new deals
* Represents Digital River at tradeshows and networking events to grow a strong network of Executive level contracts
* Provides insight on market trends and client needs and presents to influent leadership to ensure Digital River remains a leader in the market
* Pro-actively participates in market development activities to support pipeline growth
* Contributes to the development of marketing materials
Qualifications
What You'll Need to Succeed:
Required/Minimum:
* Bachelor’s degree in Marketing, Business Administration or related field
* 8+ years proven sales experience
* Experience selling SaaS solutions or BPO-service type client engagement models.
* Skilled at developing and implementing sales strategies, including relationship building with CXOs and key stakeholders.
* Experience driving adoption of a selected sales methodology; hands on experience using a common methodology.
* Exceptional strategic planning and analytic skills which will allow us to win in competitive selling environments.
* History of achieving/exceeding sales targets
* Knowledge of physical distribution and fulfillment operation models (i.e. Consignment, Buy-Sell, Distribution, etc.)
* Training in value based sales training methodologies
Preferred:
* MBA
* Sales experience in the technology industry
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