Regional Account Executive - Eastern Michigan

Tenna; Lansing (MI); On-site; USD 90,000 - 150,000; Full time

Benefits offered by this job

Travel up to 70%

401k match

Paid time off

Volunteer time off

Benefits package

Job summary

Tenna is seeking a Regional Account Executive in an Eastern Michigan-focused territory. You will hunt, sell, and close new enterprise software customers, engaging C-level stakeholders and tailoring approaches by persona.

Expect heavy travel and collaboration with cross-functional teams to drive revenue growth. You will own the end-to-end sales cycle, including prospecting, product demonstrations, negotiations, and contract drafting, while leveraging Salesforce and HubSpot to manage pipelines and

Qualifications

• 3+ years’ experience selling enterprise software to construction or related industries.
• 7+ years’ experience with all aspects of the sales cycle, including prospecting, negotiation and closing.
• Strong experience selling to C-level executives, VPs, and field-based employees.
• Experience using Salesforce and HubSpot is strongly preferred.
• Experience leading virtual and in-person product demonstrations via WebEx, Zoom, etc.

Responsibilities

• Owns acquisition of and closes new business for assigned territories/states.
• Sell to C-level executives and adjust strategies by persona.
• Collaborate with sales leadership to align new business strategies and pipeline.
• Prospect aggressively and manage touchpoints strategically.
• Lead product demonstrations and draft proposals, quotes, and contracts.
• Negotiate contracts and close deals with a thoughtful micro-strategy for each prospect.
• Travel up to 70% to prospect, network, and meet with customers.
• Maintain knowledge of industry trends and market shifts.

Skills

Enterprise software sales

Prospecting & pipeline management

Negotiation

Public speaking

Communication

Relationship building

Education

Bachelor’s degree in Marketing/Communications or related

Tools

Salesforce

HubSpot

Web conferencing tools (WebEx, Zoom)

Job description

Position Description

Tenna is searching for a highly motivated and ambitious Regional Account Executive based in Eastern Michigan. As a Regional Account Executive, you will work within the Sales Team, focused on hunting, selling, and closing new customers that fit Tenna’s defined target profile. Regional Account Executives actively and aggressively hunt new business while facilitating all aspects of the sales cycle (prospecting, leading product demonstrations, negotiations, etc.). If the idea of being responsible for all new business acquisitions in a defined geographic territory excites you – this might be the perfect role for you.

Why Tenna?

At Tenna, we believe the best is right in front of all of us, and that each day holds more potential than the one before. We believe every new discovery can lead to something better than we thought possible. When we boil it down, the top five qualities that define the Tenna Team are quality-obsessed, gritty, continuous learners, collaborative problem solvers, and just plain awesome. Sound like you? Join us as we empower our customers to control their mixed assets on one comprehensive platform anytime, anywhere.

Important

We are only considering candidates who live in, or are willing to relocate to Eastern Michigan (Arenac, Bay, Genesee, Gladwin, Gratiot, Huron, Ingham, Lapeer, Montmorency, Ogemaw, Oscoda, Presque Isle, Saginaw, Sanilac, Shiawassee, St. Clair, Tuscola, Wayne, Alpena, Antrim, and Cheboygan counties).

Your Responsibilities:

• Owns the acquisition of and closes new business for specific assigned geographic territories and/or states.
• Confidently sells to C-level executives, VPs, and Field-Based Employees. Adjusts talking points and strategies depending on the persona.
• Reports to and collaborates with sales leadership and supporting sales teams to align new business acquisition strategies and pipeline.
• Utilizes and understands the “zippered” approach to sales and uses it appropriately.
• Actively and aggressively prospects potential new customers. Follows up on touchpoints in a strategic and diligent manner.
• Initiates and cultivates relationships with prospective customers via phone, email, attending tradeshows, industry-specific events, and conferences.
• Successfully creates and executes an outreach micro-strategy for each potential new customer.
• Strategically plans the cadence of and tracks the number of touch points for each prospect.
• Leads in-person or virtual product demonstrations with prospective customers.
• Drafts proposals, quotes, and contracts in accordance with Tenna’s procedures.
• Negotiates contracts and closes deals by developing a thoughtful micro-strategy for each prospect.
• Creates outbound email communications using CRM software and analyzes results.
• Consistently delivers revenue growth that meets or exceeds quarterly business plans and forecasts.
• Effectively leverages cross-functional internal resources to close new business.
• Understands strategic selling, remains focused, and sticks with Tenna’s sales strategy.
• Understands the product and prospective customer inside and out. Can clearly and concisely articulate the value of the product to prospective customers.
• Uses travel often as a strategic method for prospecting, networking, and selling. Travels to and meets with prospective customers onsite to advance the sales process.
• Stays abreast of all industry-specific trends and market-related shifts by participating in associations, attending webinars, events, etc.

Qualifications:

• 3+ years’ experience selling enterprise software to construction or related industries. Demonstrated success in Enterprise SaaS sales.
• 7+ years’ experience successfully facilitating all aspects of the sales cycle with a specific focus on initiating and cultivating relationships with prospects, contract negotiation and closing.
• 7+ years’ experience conducting targeted searches and queries to fully research, qualify, and convert qualified sales leads.
• Strong experience selling to and speaking with C-level Executives, VPs, and Field-Based Employees.
• Strong experience in quota-carrying roles delivering consistent revenue growth that meets or exceeds quarterly business plans and forecasts is required.
• Strong experience travelling often as a strategic method to prospect, network, and sell - up to 70%.
• Bachelor’s Degree in Marketing, Communications, or other business-related majors is strongly preferred.
• Experience using Salesforce and HubSpot is strongly preferred.
• Experience leading virtual and in-person product demonstrations via WebEx, Zoom, etc.
• Must possess excellent verbal communication skills, specifically around negotiations, public speaking, and presentations.
• Understands prospective customers’ needs within a complex buying organization.
• Strong negotiation skills. Knows how and when to ask for the order.
• Deadline-driven and detail-oriented.

Benefits, Perks, & Additional Information:

• Opportunities for growth and personal development within a highly dynamic team.
• Location: Remote. Candidate must reside in or be willing to relocate to Eastern Michigan (Arenac, Bay, Genesee, Gladwin, Gratiot, Huron, Ingham, Lapeer, Montmorency, Ogemaw, Oscoda, Presque Isle, Saginaw, Sanilac, Shiawassee, St. Clair, Tuscola, Wayne, Alpena, Antrim, and Cheboygan counties).
• Travel is required, up to 70% (within the Eastern Michigan territory).
• Compensation includes base salary plus commission plan.
• Robust, low-cost benefit packages offered.
• Benefit coverage begins on the first date of employment.
• Paid Time Off and Volunteer Time Off offered.
• 401k match.
• Dependent Care offered.

As an Equal Opportunity Employer, Tenna is committed to building a diverse team. We welcome different perspectives and opinions to foster innovation, authenticity, and excellence across all parts of our company and are committed to providing employees with a work environment free of discrimination and harassment.