Account Executive - Install Base

Kinaxis Inc.; Northern (KY); Hybrid; USD 120,000 - 170,000; Full time

Benefits offered by this job

Flexible vacation

Flexible work options

Well-being programs

Virtual fitness classes

Mentorship programs

Career development

Recognition programs

Hackathons

Job summary

Kinaxis is seeking an experienced Senior Account Manager to drive revenue in existing accounts across the North American market. You will build executive relationships and qualify opportunities to expand our client base.

Collaborate with cross-functional teams to align Kinaxis solutions with customer priorities. This remote role requires 8+ years of enterprise sales experience in SCM/ERP, a proven track record of closing complex deals, and the ability to engage with C-level decision makers.

Qualifications

• 8+ years’ experience in selling strategic, enterprise level solutions (SCM/ERP/BI).
• Ability to engage with executive level decision makers and build strategic accounts.
• Experience selling across diverse NA markets and complex deals.

Responsibilities

• Leads efforts for identifying opportunities and growing revenue in existing accounts.
• Develops account strategies and engagements to drive pipeline and close deals.
• Maintains high-level executive relationships with New Name Accounts (direct and reseller).
• Qualifies prospects according to Kinaxis’ capabilities.
• Provides accurate sales forecasts and relevant reporting.
• Communicates product improvements and field feedback.

Skills

Account management

Enterprise sales

Forecasting

Executive communication

Industry knowledge

Negotiation

North America sales

Education

Bachelor's degree

Job description

About Kinaxis

Are you looking to join an innovative, market-leading company where you can truly elevate your career? At Kinaxis we are serious about culture, we are serious about technology, we are serious about customers, and we are serious about not taking ourselves too seriously. If you are looking to be part of an incredible growth story, then we might just be the place for you!

In 1984, we started out as a team of three engineers. Today, we have grown to become a global organization with over 2000 employees around the world, 6 global office and a best-in-class HQ in Ottawa, Canada. As winners of several Top Employer awards globally, we are proud to work with our customers and employees towards solving some of the biggest challenges facing supply chains today.

Kinaxis is a global leader in modern supply chain orchestration, powering complex global supply chains, and supporting the people who manage them. Our powerful, AI infused platform provides full transparency and visibility across end-to-end supply chains, enabling our customers to make faster, better decisions. We are trusted by renowned global brands to provide the agility and predictability needed to navigate today’s volatility and disruption. With more than 40,000 users in over 100 countries, we are expanding our team as we continue to innovate and revolutionize how we support our customers.

Location

This is a remote position. You can work from home and be located anywhere in the United States.

About the team

As part of continued growth Kinaxis is expanding its North American presence and offers a unique combination to contribute and opportunities of a growing business with the benefits of an established client base located within the region, top quartile referenced product portfolio along with company stability and resources to deliver and execute its growth strategy.

The retention of existing accounts is key to the ongoing growth and reputation of Kinaxis. A high-profile account is a compelling advocate or our solutions but the loss of a account can do tremendous damage to our industry reputation and compromise pipeline deals. Often the technical go live is not only a celebrated internal milestone but also perceived as a summit conquered from where we can relax our efforts with the customer. A common rule in climbing that “more people die coming down than going up.” This is where the hard yards start. The customer sees technical go live as the creation of a platform for greater things. It is the role of the existing Key Account Manager to maintain and exploit that platform for maximum mutual value.

What you will do

• Leads efforts for identifying opportunities and growing revenue in existing accounts.
• Working with Kinaxis senior management to develop the relevant account strategies and engagements to drive pipeline growth and close deals within agreed timelines
• Establishing and maintaining high-level, executive relationships with New Name Accounts, focusing on the establishment and maintenance of strategic relationships (direct and reseller).
• Qualifying prospects according to Kinaxis’ capabilities and applicability.
• Providing accurate sales forecasts and relevant reporting based upon realistic close timelines.
• Communicating product improvements and recommendations that originate in the field.

What we are looking for

• 8+ years’ experience in selling strategic, enterprise level mission critical solutions (SCM, ERP, BI)
• Highly credible and able to demonstrate understanding of the relevant client operations and strategies and linking them to the relevant solutions and high value propositions that go beyond just technology
• Team player who is able to work and help ensure delivery of client sales propositions
• Sales experience in High Tech Electronics, Industrial, Pharmaceutical, Automotive and similar manufacturing oriented industries with the ability to ultimately lead the sales for a particular industry vertical
• Degree qualified with industry and SCM/SCP experience preferred
• Highly motivated who has achieved or exceeded consulting or sales quotas in new or emerging markets with leading and of “Best of Breed” technologies.
• Experience working in different North American markets, geographies in complex deals
• Ability to effectively and strategically engage with executive level decision makers, and develop joint strategies for growth
• Ability to sell to multiple constituencies within an organization (Manufacturing Operations, Demand Management, Finance, IT)
• Consultative, value-proposition/business case driven sales methodology experience.
• Must be an articulate, persuasive and passionate communicator with excellent presentation skills
• Ability to work and act independently and be pro-active
• Ability to travel as required

#Senior #LI-KH1

Work With Impact: Our platform directly helps companies power the world’s supply chains. We see the results of what we do out in the world every day, when we see store shelves stocked, when medications are available for our loved ones, and so much more.

Work with Fortune 500 Brands: Companies across industries trust us to help them take control of their integrated business planning and digital supply chain. Some of our customers include Lockheed Martin, Unilever, P&G, ExxonMobil, Cisco and more.

Social Responsibility at Kinaxis: Our Diversity, Equity, and Inclusion Committee weighs in on hiring practices, talent assessment training materials, and mandatory training on unconscious bias and inclusion fundamentals. Sustainability is key to what we do and we’re committed to a long-term net-zero operations strategy. We are involved in our communities and support causes where we can make the most impact.

People matter at Kinaxis and here are some of the perks and benefits we offer, which may vary by location and employee:

• Flexible vacation and Kinaxis Days (company-wide days off)
• Flexible work options
• Physical and mental well-being programs
• Regularly scheduled virtual fitness classes
• Mentorship programs, training, and career development
• Recognition programs and referral rewards
• Hackathons

For more information, visit the Kinaxis website at www.kinaxis.com or the company’s blog at http://blog.kinaxis.com.