Senior Account Executive (AE)

Location: Reston, VA
Date Posted: 06-01-2017
Senior Account Executive (AE)

At AINS, we are shaping the future of work with big ideas that challenge conventional thinking and a new approach to solving complex business challenges.  Through our low code, adaptive case management software, we enable organizations to bring new solutions to market quickly, digitize customer engagement and automate unique business processes across diverse lines of business.  All right here in the Washington, DC area.

POSITION SUMMARY:
AINS is seeking an entrepreneurial sales performer who has demonstrated experience generating business within government and commercial markets.  This is an uncapped earning opportunity for an aggressive and focused sales professional to sell enterprise case management solutions and services to prospective clients.
 
AINS is a fast paced, high growth technology company and a recognized leader in our field.  The Senior Account Executive will leverage and grow their knowledge of the Case Management/BPM market to sell AINS solutions. The ideal candidate has a track record of sales success, in-depth knowledge of our core vertical markets, and is looking to make a significant impact for their customers. 
 
The Senior Account Executive is a high-visibility role that will own and grow a territory for one, or more, eCase® adaptive case management solutions. This is an excellent opportunity for a proven performer who is ready to accelerate their career and have a direct impact on the growth of a company. 
 
ESSENTIAL JOB FUNCTION(S):
  • Develop and manage the complex sales cycle from opportunity to closure. Goal will be to generate sales revenue through a repeatable sales process
  • Qualify leads, determines deal strategy and identify sales pursuit team to build proposals including solution design, work estimates, and scope
  • Establish and develop a strategy for identifying and closing new software and services opportunities directly with targeted accounts and new strategic prospects
  • Present AINS solutions using appropriate value-based sales approaches and techniques, including team and/or consultative presentations and efforts
  • Proactively find new business opportunities through initiative and creativity, as well as working closely with Marketing, Lead Development Reps, and Sales management to develop focused campaigns to drive awareness and lead generation
  • Collaborate and lead successful execution of sales activities with internal cross-functional teams, with senior management and corporate counsel, through contract negotiation and signed contracts
  • Manage all sales activity and monthly forecasting of revenue in Salesforce.com
  • Stay current with competitive landscape and industry/sector trends
     
EXPERIENCE & SKILLS:
  • 5-7 years of successful sales experience selling enterprise software and service solutions to government and commercial accounts.  Minimum of 2 years solution selling experience
  • Hunter-type personality with track record of consistent earnings
  • Must have a proven track record of capturing and retaining clients
  • Experience positioning and selling Case Management/BPM software, enterprise business solutions and/or cloud software solutions
  • Active listener with demonstrated experience at consultative selling
  • Capable of managing a pipeline of prospects at different stages of the buying cycle
  • Ability to interact with business and technology executives about their challenges and link those needs to the demonstrated value of our solutions
  • Must have excellent written and oral communication skills
  • Strategic sales training, Solution Selling and/or process-oriented sales approach

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