Account Executive - Mid Market

SSP Innovations provides award-winning ArcGIS Pro solutions to electric and gas utilities, telecommunications providers, and pipeline operators worldwide. Our solutions are designed to help our customers meet their unique business challenges through a combination of deep technology expertise and unmatched familiarity with industry best practices.

Description

The Account Executive is the face of the company to a broad section of the target market and responsible for driving business growth via the identification of new leads, fostering relationships, developing qualified opportunities, nurturing opportunities to sales wins, and an array of account management activities at existing customers. This position is part of a highly motivated, self-supporting sales team that drives SSP’s growth and are key enablers of the company’s strategic goals.

Essential Functions:

• Achieve annual sales equal to or greater than personal goals provided by management
• Retain and grow existing account business and engagement
• Become well versed in the products & services offered by SSP Innovations:
• Proactively learn the subject matter of the clients that SSP serves; this domain is primarily focused on large electric, gas, water and telecom utilities
• Participate in regular meetings with VPSM to review initiatives, discuss opportunity pipeline, and requests for support
• Participate in weekly “Sales & Staffing Sync” meetings to review high-probability and near-term opportunities with operations and staffing personnel, in order to ensure future projects are staffed properly
• Participate in monthly sales team meetings and bi-annual sales summits to identify growth goals and gaps, develop culture connectedness, and other continuous improvement initiatives
• Develop and execute a strategy for lead generation for SSP products and services within assigned territory:
• Execute the plan via contacting personal business network, cold/warm calls, partnership building, marketing execution in tandem with Marketing department, and other tactics as needed.
• Attend targeted industry conferences to represent SSP Innovations in a sales capacity:
• Work closely with SSP’s partners to identify targeted partnership opportunities.
• Create and maintain a list of prospective new customers.
• Proactively manage list of open opportunities with care to push each forward toward sale when / how appropriate.
• Be attentive to assigned portfolio and able to answer impromptu basic questions about last step, next step, opportunity timing, amount, risks, etc.
• Follow the processes that SSP already has in place and be enthusiastic about contributing new ideas on how those processes can be improved
• Enter and manage list of my open sales opportunities within Salesforce. Must be kept up to date with weekly updates to support staffing and revenue projection. Opportunity management includes significant revenue-related reporting on unsigned opportunities which is my responsibility to enter and keep up to date
• Maintain and enhance relationships with key stakeholders of targeted large accounts – both past customers and new prospects.
• Provide regular feedback to the VP-SM, VP-Product, and Director of Marketing on requirements for go-to-market materials including content, target audience, and media type.
• May perform other duties as assigned in support of the overall success of the company.