Lead Strategic Account Executive (Datacor Lab Solutions)

The Role:

The Strategic Account Executive (AE) will be accountable globally for overall customer relationships, exceptional customer satisfaction, and revenue growth.  This role is a blend of new logo development and client management and expansion.  They will own all sales activities, from lead generation through order close in an assigned territory or set of named accounts and are responsible for maximizing revenue growth and account penetration. This role will also be responsible for achieving sales quota and new business growth targets.  Experience bringing a new product to market is a plus.

This is a highly visible role that requires industry expertise and strong consultative skills.  Experience in the Oil and Gas space is helpful.   A successful Strategic Account Executive helps the customer realize the greatest possible ROI from the Datacor portfolio and successfully develop new business leading to achievement of sales quota and growth targets.    

Responsibilities:

• Meet or exceed quarterly and annual sales targets as well as provide accurate and timely sales forecasts to senior management.
• Build a go to market strategy for a new product release.
• Cultivate and maintain positive relationships with key decision-makers and customers at both the engineering and leadership levels within assigned accounts.
• Understand customer needs, challenges, and goals to provide tailored solutions and ensure customer success.
• Experience building and managing C-Level Relationships.
• Develop and manage pipeline and advance sales opportunities through the sales process from contact to close.
• Maintain accurate pipeline and contact records in our CRM.
• Leverage the pre-planned Sales/Marketing activities (trade shows, conventions, email/social media campaigns, etc.) to acquire new logos.
• Analyze dormant customers by industry/business/segment to develop a growth strategy. Prospect into new and existing accounts via telephone/email and with the use of online sales platforms.
• Develop clear and effective written proposals/quotations for current and prospective customers that represent maximum value to the customer and fair price for Informetric. Ensure that proposals address customer’s key issues, needs, and requirements.
• Present on Datacor’s Lab software solutions, provide quotations, negotiate deals, obtain contracts and purchase orders.
• Coordinates sales effort as needed with internal teams (marketing, sales management, accounting, and technical services groups).
• Plan new sales/marketing activities by analyzing each business industry/segment aligned with Informetric business portfolio.
• Stay informed about industry trends, competitive landscape, and customer needs to identify new business opportunities.

 Required Qualifications:

• Bachelor’s degree in technical, engineering, business or related field with 5+ years successful sales experience in the software industry.
• Experience in both Account Management and New Logo Sales.
• Experience managing multibillion dollar strategic accounts and developing Account Plans to maximize account value.
• Ability to manage numerous opportunities and priorities while tracking progress.
• Ability to understand the deployment of manufacturing software applications.
• Networking skills, ability to drive new contacts and maintain good business relationships
• Results-oriented with a track record of achieving and exceeding sales targets.
• Excellent communication, negotiation, and interpersonal skills.
• Experience or familiarity with CRM tools.
• Travel: up to 50% (domestic and international)
• Strong understanding of refinery and chemical industry with knowledge of technologies, products, and market dynamics preferred.