Software Sales Executive - Enterprise

Diebold, Inc; North Canton (OH); On-site; USD 80,000 - 100,000; Full time

Job summary

Diebold, Inc, located in North Canton, Ohio, is looking for an Account Manager who excels in managing client relationships and driving sales in the banking sector. The ideal candidate will develop and execute sales strategies while leading a virtual account team.

This role requires expertise in technology solutions and strong communication skills to build relationships with key stakeholders. The position demands a proven track record in sales and the ability to travel extensively for client engagements.

Qualifications

• Expertise in banking and retail distribution channels preferred.
• Proven ability to develop and maintain major accounts.
• Ability to travel up to 70%.

Responsibilities

• Lead account management and relationship strategies.
• Develop sales strategies and comprehensive business plans.
• Execute sales opportunities and pipeline management.

Skills

Expertise in banking industry

Sales of complex technology solutions

Relationship building skills

Strong communication skills

Proven track record in software sales

Job description

The company is one of the leading global producers of automated teller machines (ATMs). In addition, it offers remote teller systems, cash dispensers, and check cashing machines. Originally a manufacturer of safes, the company is still active in its original market, offering products that include vaults and security systems for financial institutions. It also provides electronic voting machines in Brazil. The company's related services range from traditional maintenance to remote monitoring, transaction processing, and currency management. Diebold, which has operations in more than 90 countries, gets half of sales outside North America.

Job Description

Key Responsibilities:

• Account and Customer Relationship Management, Sales and Software License Revenue.
• Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new accounts and leverage to drive strategy through organization.
• Trusted advisor - Establishes strong relationships based on knowledge of account requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer Acumen - Actively understand each account's technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become Diebold references.
• Business Planning – Develop and deliver comprehensive business plan to address prospect's priorities and pain points.

Demand Generation, Pipeline and Opportunity Management

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Pipeline partnerships – Leverage support organizations including Marketing, Product Management, Partners and channels to funnel pipeline into the assigned territory.
• Leverage Diebold Solutions – Be proficient in and bring all Diebold offers to bear on sales pursuits including Hardware, Software and Services.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support all Diebold promotions and events in the territory.
• Maintain White Space analysis and execution of initiatives (up sell and cross sell).
• Orchestrate resources: deploy appropriate teams to execute winning sales.
• Utilize best practice sales models.
• Understand Diebold’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.

Leading a (Virtual) Account Team

• Demonstrates leadership skills in the orchestration of remote teams.
• Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all account touch points and events. Maximize the value of all sales support organizations.

Qualifications

• Expertise in the banking industry and expertise in retail distribution channels would be preferred.
• Experience selling complex technology solutions into technical/architectural teams and to business executives.
• Proven ability in developing and maintaining major accounts.
• Proven ability to source leads and qualify high potential prospects.
• Demonstrated relationship building skills at all levels of the organization, including senior executive levels.
• A proven track record for meeting and exceeding performance objectives.
• Excellent verbal and written communication skills.
• Strong drive to succeed and operate independently.
• Proven track record in business application software sales.
• Experience in lead role of a team-selling environment.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast paced, consultative and competitive market.
• Ability to travel up to 70%.

Equal Opportunity Employer Statement

Diebold, Incorporated is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, marital status, age, national origin, genetic information, disability or protected veteran status.