Account Executive - North America

Company Summary

As the recognized global standard for project-based businesses, Deltek delivers software and information solutions to help organizations achieve their purpose. Our market leadership stems from the work of our diverse employees who are united by a passion for learning, growing and making a difference. At Deltek, we take immense pride in creating a balanced, values-driven environment, where every employee feels included and empowered to do their best work. Our employees put our core values into action daily, creating a one-of-a-kind culture that has been recognized globally. Thanks to our incredible team, Deltek has been named one of America's Best Midsize Employers by Forbes, a Best Place to Work by Glassdoor, a Top Workplace by The Washington Post and a Best Place to Work in Asia by World HRD Congress. www.deltek.com

Business Summary

The Deltek Global Sales team has a passion for empowering project-based businesses to achieve their goals. We relentlessly focus on our customers’ needs and strive to deliver an exceptional experience for all clients. If you are an enthusiastic, motivated professional who enjoys building and nurturing relationships – join our highly collaborative team to help power project success for our customers.

Position Responsibilities

• New account acquisition and upsell including prospecting, outbound, independently following up on inbound leads, qualifying, solution selling, negotiation, and closing.
• Proactively develop and manage a mix of small and large deals, while focusing on closing deals with a high likelihood of success.
• Develop strategic prospecting plans for territory development, working with other team members where appropriate.
• Apply experience in navigating through the sales cycle to drive deals to closure, identifying key decision-makers and business drivers.
• Applies thorough knowledge of key competitors and understanding of how products compare with competitors.
• Keep up to date on new product releases to maximize opportunities in the prospect and account base.
• Obtains repeat business, referrals, and references by applying an understanding of the unique requirements of the key decision-makers.
• Demonstrate strong qualification skills to provide accurate forecast reports to management on opportunities as required.
• Present to customers through web-based meetings.
• Provide a consultative sales approach through an extended sales cycle to consistently meet or exceed the quota.
  
  
  

Qualifications

• Success selling SaaS products with a track record of exceeding quota.
• Up to 5 years of experience in software sales, preferably with experience in complex sales.
• Experience with Salesforce.
• Experience in using LinkedIn Sales Navigator and Zoom Info.
• A team player who works well in a collaborative environment and supports their colleagues.
• A professional who leans in and takes initiative.
• Outstanding verbal, written, and remote presentation skills.
• Experience with Solution Selling, SPIN Selling, MEDIC, and Sandler is preferred.
• Experience developing winning strategies and implementing the appropriate tactics.
• A history of working with C-level prospects.
  
  
  

Travel Requirements

No

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