Account Executive - Software Sales

Newgen Software; Chicago (IL); On-site; USD 120,000 - 180,000; Full time

Job summary

Newgen Software seeks a motivated sales hunter in the Chicago, IL region to lead the full sales cycle from prospecting to closing. The role focuses on Banking, Insurance, Healthcare and Manufacturing verticals, engaging senior decision makers and building trusted advisor relationships.

Applicants should have 6–8 years of enterprise software sales experience, a strong network, and the ability to drive lead generation while collaborating with cross-functional teams across geographies.

Qualifications

• Extensive sales hunting and client engagement experience.
• Minimum 6-8 yrs. selling enterprise software solutions.
• Proven ability to forge consultative relationships with Senior decision makers.
• Ability to penetrate new logos and accounts.
• Network of existing contacts strongly desired.
• Strong business acumen and knowledge of technology industry trends.
• Ability to work across geographies.

Responsibilities

• Identify, develop, and close opportunities in both existing accounts and new logos.
• Identify, connect, and build relationships with key decision makers across multiple departments.
• Establish trusted advisor relationships with clients and prospects to ensure satisfaction and repeat business.
• Create detailed strategic target account plans to penetrate clients.
• Think strategically about client’s business to propose solutions using Newgen product and services.
• Perform in-depth client and industry research to create compelling business cases and RFP responses.
• Sell disruptive technology to senior executives.
• Leverage cross-functional resources to drive sales campaigns.
• Manage complex, long sales cycles to a successful close.
• Meet and exceed revenue targets.
• Coordinate with delivery teams to ensure project execution aligns with contracts.
• Oversee billing/ contracting/ collection of payment.
• Generate 5-6 in-person meetings per week through self-driven lead generation.
• Aim for 3x to 4x pipeline to hit quotas.
• Keep Prism CRM up to date with credible forecasting.

Skills

Sales hunting

Client engagement

Consultative selling

Relationship building

Lead generation

Forecasting

Communication

Education

Bachelor’s Degree

Tools

CRM Prism

Sales Methodology Miller Heiman

Job description

Newgen Software is seeking a motivated sales hunter to join our fast-paced, high-growth software enterprise in Chicago, IL region. Responsibilities include managing the entire sales process from account identification, penetration through successful deployment and consistently meeting or exceeding assigned goals. Target market will be pan-industry with focus on Banking, Insurance, Healthcare and Manufacturing & Shared Services. Only candidates with relevant experience will be considered.

Reports to:

Qualifications:

• Extensive sales hunting and client engagement experience
• Proven experience of Minimum 6-8 yrs. selling enterprise software solutions.
• Proven ability of forging consultative relationships with Senior decision makers.
• Ability to penetrate new logos and accounts.
• Network of existing contacts strongly desired.
• Strong business acumen and knowledge of technology industry trends.
• Ability to work collaboratively across various internal departments in different geographies.
• Proven experience of executing Lead generation strategies
• Desired Industries: Banking, Insurance, Healthcare and Diversified (Manufacturing, Life Sciences, Retail etc). Knowledge on these industries is needed to unearth the pain points and position value-based solutions from Newgen offerings

Responsibilities:

• Work as individual contributor and will be responsible for identifying, developing, and closing opportunities in both existing accounts and new logo.
• Identify, connect, and build relationships with key decision makers across multiple departments in the enterprise.
• Establish trusted advisor relationships with clients and prospects to ensure maximum customer satisfaction and repeat business.
• Create detailed, strategic target account plans to penetrate clients.
• Think strategically about their client’s business to make and propose solutions using Newgen product and services.
• Perform in-depth client and industry research to create compelling business cases and RFP responses.
• Convincingly sell disruptive technology to senior executives.
• Leverage cross-functional client and Newgen resources to successfully identify and drive sales campaigns.
• Effectively manage a Complex and long sales cycles to a successful close.
• Meet and exceed assigned revenue targets
• Work with various internal departments to help generate deals in their accounts.
• Coordinate closely with delivery teams to ensure project executions is happening as per contracts and customer is satisfied with services.
• Oversee the Billing/ Contracting/ Collection of Payment from the customer as per the agreed terms and timeline.
• Participate in regular status meetings and provide detailed activity updates
• Expect to generate 5 to 6 in-person meetings per week through self-driven lead generation activities
• Strive to generate 3x to 4x pipeline to achieve meet/exceed the set sales quota
• Keep the CRM system (Prism) up to date with realistic commitments and forecast. As the CRM data is one of the key the systems of record for management reporting, the sales rep is expected to update it with credible information
• Adhere to the company assigned Sales Methodology (Miller Heiman) to drive sales actions and increase the win rate

The ideal candidate:

• The ideal candidate will be a consultative seller who is motivated to drive customer success within the industry. Have a track record of success in selling business applications and complex solutions to existing customers. Additionally, must have a passion for learning new technologies, building relationships and a high drive for results.

Skills required:

• Bachelor’s Degree required, preferably in Computer Science or Business, MBA preferred
• Proven history achieving and exceeding quotas.
• Knowledge of enterprise-wide specific solutions within a vertical market (BPM, ECM, Case Management, low-code, hyper-automation).
• Strong financial / business acumen. Must be able to "speak the language" of target market decision makers.
• Ability to reach out to and gain appointments with decision makers at target clients for initial discovery calls and meetings.
• Ability to negotiate to reach outcomes that gain support and acceptance by all parties.
• Ability to develop relationships at all levels of customer organization. This requires regular face-to-face customer interaction.
• Ability to forecast future sales opportunities and devise winning sales strategies for same.
• Ability to persuade and influence, using appropriate interpersonal styles and communication methods to gain acceptance of thoughts, plans, activities, services and products.
• Must have excellent communication skills including presentations and meeting management. Must be able to operate in a multicultural environment.

Desired Profile:

• The candidate should have an established network of industry contacts that they can call on
• Must have excellent communication skills including presentations and meeting management.
• Industry knowledge: Banking, Insurance, Insurance and Diversified (Manufacturing, Life Sciences)

Job Location:

• Chicago, IL

Geographical Coverage and Travel Requirement:

• This important new business contributor will be based in Chicago, IL region.
• An extensive travel of 70% to 80% is expected in this region