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Enterprise Account Executive NORAM (End User)

Remote: 
Full Remote
Contract: 
Full time
Work from: 
United States

Offer summary

Qualifications:

Minimum of 10 years of experience in selling SaaS applications, focusing on relationship-based sales., Familiarity with various sales methodologies such as MEDDPICC and Challenger., Exceptional communication and presentation skills, with the ability to influence stakeholders at all levels., BA/BS degree or equivalent experience, with proficiency in Excel and PowerPoint..

Key responsabilities:

  • Craft and implement sales strategies to exceed targets and expand market share.
  • Build pro-forma models to assess the value of key deals and actively seek new business prospects.
  • Guide the sales process with a client-centered approach, ensuring a seamless experience from initial contact to closure.
  • Maintain detailed records in Salesforce for accurate forecasting and reporting to management.

Trackforce Valiant + TrackTik logo
Trackforce Valiant + TrackTik SME https://www.trackforcevaliant.com/
51 - 200 Employees
See all jobs

Job description

Trackforce is the world's largest physical security workforce management SaaS company. Our technology provides physical security companies and corporations that employ guards with a single platform to manage their security workforce. We help improve response times, reduce administrative burdens, and lower costs.

Today, Trackforce serves 3,000+ clients in over 45 countries. We have over 300 employees with offices in Montreal,
Paris, and London. However, we embrace being remote-first!

As an Enterprise Sales Director, you'll utilize your experience and business acumen to acquire new top-tier clients, expand our footprint with existing clients and confirm our position in the Enterprise segment. This role is ideal for an experienced Sales Director who can guide a successful execution strategy and become a trusted partner to our clients through deep understanding of their business and ensuring value delivery and impact.

Core Responsibilities:
  • Craft and implement robust sales strategies to surpass targets, by selling to new logos and expanding market share within existing clients in the security industry while focusing on large guarding firms of 1000+ employees.
  • Actively build pro-forma models as to the value of key deals that will be the outcome of the aforementioned sales strategies in a “future first” enterprise motion.
  • Actively seek out new business prospects through targeted prospecting, networking, and lead generation, prioritizing large enterprise clients and strategic accounts.
  • Guide the entire sales process with a client-centered approach, employing solution-oriented strategies from initial contact through negotiation and closure to ensure a seamless experience for clients. The entire sales process includes a robust discovery process, solution presentation and demonstration process, appropriate reference strategy, and a sound financial solution strategy.
  • Present and demonstrate our cutting-edge security workforce management solutions to potential clients, effectively communicating their value proposition through online platforms and in-person meetings.
  • Cultivate relationships with existing clients to drive revenue growth within accounts, both in terms of products and geographical expansion.
  • Utilize your industry expertise to qualify and convert sales opportunities, emphasizing the financial and operational benefits of our solutions.
  • Maintain detailed records of accounts and opportunities in Salesforce for accurate forecasting and reporting to management.
  • Build a concise business plan and strategy to consistently drive to the required ARR quota quarter over quarter and year over year.
  • Consistently deliver on the business plan in order to achieve quota as defined in the sales compensation plan.
  • Provide accurate forecasting and pipeline management using CRM tools (e.g., Salesforce, Gong).
  • Work cross-functionally with your counterparts in Customer Success and Professional Services.

    • Required Qualifications:
  • Required: A minimum of 10-years-experience selling SaaS applications software in a similar role, emphasizing relationship-based sales.
  • Required: Familiar with various Sales methodologies – MEDDPICC, Challenger, Command of the Message, J Barrows.
  • Required: Exceptional communication and presentation skills, adept at influencing stakeholders across all organizational levels, including those at the C-level within our prospect and customer base.
  • Required: Proficient in crafting internal deals and external proposals using Excel and PowerPoint during the opportunity pursuit, and CPQ when it comes time to memorialize the deal and move to close.
  • Required: Excellent negotiation skills and experience with pricing large contracts and multi-year agreements.
  • Required: Proven track record in managing the sales process from planning to closure, consistently exceeding targets.
  • Required: Experience working with CRM systems like Salesforce to manage sales pipeline.
  • Required: Experience with Sales Engagement platforms – Outreach, Salesloft, Gong Engage.
  • Required: Skilled in Excel, PowerPoint. Ability to structure compelling customer proposals.
  • Required: Solid business acumen and business knowledge required to research customers and potential accounts.
  • Required: Expertise in product positioning and effectively articulating product differentiators.
  • Required: English as the primary business language.
  • Required: Ability to provide professional and customer references.
  • Required: BA/BS degree or equivalent experience.
  • Required: Able and willing to travel up to 25%.
  • Plus: Business proficient in French and/or Spanish is a plus.
  • Plus: Experience with selling software to Services Industries (Physical Security, Hospitality, Local Government, Higher Education, Retail, Healthcare, Local Law Enforcement).
    • Working at TrackForce

    We offer a flexible, and fully remote environment so that you can harmonize your personal life with the fantastic work you will do here. Our team is highly focused on delivering value for our customers. Our recent merger has enabled us to become the true market leader in the security workforce management software space.

    The values we live by:
    - Foster Curiosity
    - Lead with empathy
    - Take Ownership and be accountable
    - Empower diversity
    - Be True and act with Integrity.

    #LI-Remote

    Research shows that women and other underrepresented groups apply only if they meet 100% of the criteria of a job posting. If you have passion and drive and do not meet all of the above, we encourage you to apply!

    Trackforce is proud champions of diversity, equity, belonging, and inclusion. We have a zero-tolerance policy for any form of discrimination against people in protected classes or based on prohibited grounds. All qualified applicants will receive fair consideration for employment in compliance with the applicable employment and human rights legislation.

    Required profile

    Experience

    Spoken language(s):
    English
    Check out the description to know which languages are mandatory.

    Hard Skills

    Software SalesSales StrategyMicrosoft Dynamics CRMEngagement MarketingMarket PositioningPresentation TrainingSelling TechniquesHispanic And Latino CulturePhysical SecurityLaw EnforcementHigher EducationMedical Practice ExperienceRetail Experience

    Other Skills

    • Negotiation
    • Microsoft Excel
    • Microsoft PowerPoint
    • Business Acumen
    • Verbal Communication Skills
    • Hospitality
    • Relationship Management
    • Research
    Are you interested?

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