Account Executive

Levi, Ray & Shoup, Inc. (LRS); Dallas (TX); On-site; USD 130,000 - 150,000; Full time

Job summary

Levi, Ray & Shoup, Inc. (LRS) is seeking an Account Executive in the Dallas area to sell Enterprise Output Management software to Fortune 2000 companies. You will combine inside and outside sales to build pipeline and close deals, with travel approx. 30% of the time.

You will work with senior management to articulate business value, manage a defined territory, and partner with pre-sales engineers to map client IT environments. Base salary plus commission with a quarterly forecast process.

Qualifications

• 3+ years in enterprise software sales to mid-market/large accounts.
• At least 50% of last five years in an individual contributor sales role.
• Healthcare industry experience is a plus.
• Strong technical sales aptitude; knowledge of computing and networks.
• Familiar with CRM systems.
• Permanent USA work authorization; no visa sponsorship.

Responsibilities

• Manage a territory of assigned accounts within a geography.
• Establish and maintain a sales pipeline.
• Foster partner relationships.
• Prospect within assigned accounts.
• Identify key decision makers using top-down selling.
• Schedule face-to-face meetings with decision makers.
• Collaborate with pre-sales engineers to map IT landscape.
• Present a compelling ROI and business case for LRS EOM.
• Gain commitment to evaluate LRS products in the client environment.
• Close sales and expand revenue opportunities.

Skills

Enterprise software sales

Quota attainment

CRM familiarity

Technical sales aptitude

Partner relationships

US work authorization

Tools

Dynamics CRM

Job description

Levi, Ray & Shoup, Inc. (LRS) needs your sales skills. Our Enterprise Output Management division is looking to add an Account Executive to the team. Our EOM solutions streamline the distribution of output across applications, desktops, and mobile devices, reducing total costs for critical document delivery. You will sell top-tier Enterprise Output Management (EOM) software to Fortune 2000 companies using both inside and outside sales methods.

LRS, a global leader in IT solutions, values innovation, quality, integrity, and financial strength. Since 1979, our talented team has driven success in diverse markets. Headquartered in Springfield, IL, we operate worldwide with hundreds of employees in dozens of locations. Known for honesty, self-motivation, and hard work, our people are key to our reputation. Join us and contribute to our continued success.

The ideal candidate should be in the Dallas, TX area. You will travel a minimum of 30 percent of the time within your assigned territory. Compensation will consist of a base salary plus a commission plan.

Candidate Requirements:

• You must have a minimum of 3 years’ experience selling enterprise software solutions/technology services to mid-market and large-size companies. At least 50% of your last five years' sales experience must have been in an individual contributor sales role. Experience selling into the healthcare industry will make you a stronger candidate.
• Strong technical sales aptitude will make you a stronger candidate. Formal product training on LRS software products will be provided; however, a competent understanding of computing and computer network concepts is required.
• Understanding or proven experience in learning and utilizing CRM systems.
• A proven record of consistently exceeding sales quotas.
• Though this is a direct sales (account) position, experience building relationships with field-based application partners, printer hardware vendors and MPS provider personnel is a plus.
• You must have permanent authorization to work in the USA for any employer. No visa sponsorship is available.

As an Account Executive you will:

Be responsible for managing a territory of assigned customer and prospective accounts within a specific geography and be expected to:

• Establish and maintain a pipeline.
• Foster partner relationships.
• Prospect within your list of assigned accounts.
• Utilize top-down selling techniques to determine key decision makers.
• Schedule and conduct face-to-face appointments with key decision makers and project groups.
• Collaborate with assigned technical pre-sales engineering personnel to understand the prospective account’s I.T. landscape and current output management environment.
• Prepare and present a compelling value proposition with a supporting business case.
• As necessary, gain prospect’s commitment to evaluate LRS products within their environment.
• Present LRS solutions to improve customer output management computing environments.
• Propose LRS solutions and assist customers in justifying the acquisition of LRS EOM software
• Build ongoing relationships with key decision makers to expand future revenue opportunity.

Performance Objectives for this position:

• Achieve Quota: Meet revenue goals in your sales plan.
• Learn Sales Methodology: Understand and discuss the EOM top-down sales methodology within three weeks.
• Build Customer Relationships: Maintain monthly contact with assigned accounts and key decision makers to expand sales opportunities.
• Develop New Customers: Make an average of 100 calls per week to key decision makers.
• Enhance Presentation Skills: Deliver EOM presentations and product demonstrations.
• Update Management: Keep accurate sales records in the LRS CRM system and review account status with your sales manager monthly and senior management quarterly.

Success Keys:

Your success will be measured by your ability to close sales and achieve your sales quota. You will be most successful using Top-Down selling techniques with the Senior Technical Managers (CIOs, etc.). You must also maintain accurate and up-to-date records of sales-related activities in our Dynamics CRM system.

Organization Structure and Interfaces:

The EOM Division at Levi, Ray & Shoup, Inc. comprises more than 150 employees divided between 2 groups: sales/marketing and software development/support. The EOM sales and marketing group has approximately 80 employees based in the USA plus an additional 50 employees based in our international offices. A Senior Vice-President oversees the entire sales and marketing operations both domestically and internationally. The VP of Product Development and Support, VP of North American Sales and EOM Services, VP of European Sales, VP of Capella Technologies Division, Director of Product Management, Director of International Marketing, and European Senior Technical Manager all report to the Senior Vice President.

For the North American group, sales managers report to the Director of North American Sales. You will report directly to the Sales Manager for your region.

The compensation range is $130k - $150k in the first year. This income range represents base salary, draw, and on target earnings in the first year

LRS is an equal opportunity employer. Applicants for employment will receive consideration without unlawful discrimination based on race, color, religion, creed, national origin, sex, age, disability, marital status, gender identity, domestic partner status, sexual orientation, genetic information, citizenship status or protected veteran status.