POSITION OVERVIEW
We are seeking an experienced
Remote Account Executive –
Installed Base
to manage and grow relationships within an established
customer portfolio.
This is a
remote, relationship-driven sales position
focused on expanding business within existing accounts, identifying upsell and
cross-sell opportunities, managing complex sales cycles, and developing strong
relationships with key business and executive stakeholders.
The Account Executive will work remotely while partnering
closely with Pre-Sales, Professional Services, Marketing, Engagement
Management, and Sales Leadership to develop account strategies, identify
customer needs, and deliver solutions that support customers#39; business
objectives.
PRIMARY OBJECTIVES
Achieve
annual sales quotas and revenue objectives.
Manage
complex sales cycles across an assigned geographic territory and existing
customer base.
Develop
strong relationships with key customer stakeholders, including C-level
executives.
Expand
software, technology solutions, and professional services within existing
accounts.
Identify
and develop upsell and cross-sell opportunities.
Build
long-term, strategic customer relationships.
Maintain
a healthy sales pipeline aligned with quota expectations.
Increase
customer satisfaction, retention, referrals, testimonials, and reference
opportunities.
KEY RESPONSIBILITIES
Account Management amp; Sales
Manage,
retain, and grow an assigned portfolio of existing customers.
Promote
and sell software solutions, technology products, and related professional
services.
Conduct
regular virtual customer meetings, sales calls, and follow-up activities.
Meet
with strategic accounts through virtual and in-person customer
engagements.
Identify
and qualify new business opportunities within existing customer accounts.
Develop
and execute account plans for strategic customers.
Develop
a strong understanding of each customer#39;s business, organizational
structure, operating environment, challenges, priorities, and
requirements.
Build
relationships across multiple levels of customer organizations, from
functional leaders to executive management.
Manage
opportunities through the complete sales cycle, from qualification through
close.
Prepare
accurate sales forecasts and maintain visibility into pipeline
progression.
Maintain
accurate and timely CRM records, including account information,
activities, contacts, opportunities, and forecasts.
Sales Strategy amp; Cross-Functional Collaboration
Develop
and execute account strategies in collaboration with Pre-Sales,
Professional Services, Marketing, Engagement Managers, and Sales
Leadership.
Partner
with internal teams to identify and position the appropriate technology
and service solutions for each customer.
Collaborate
on sales orders, proposals, Statements of Work (SOWs), project plans, and
related customer documentation.
Assist
in developing customer proposals, presentations, and business cases.
Participate
in business reviews and pipeline discussions with Sales Leadership.
Maintain
strong internal and external relationships across strategic accounts.
Support
Professional Services engagements throughout the customer lifecycle.
Customer Engagement amp; Business Development
Lead
virtual and in-person customer meetings, presentations, demonstrations,
and solution discussions.
Develop
and deliver presentations to executive and C-suite audiences.
Execute
customer outreach and account-development strategies.
Partner
with customer executives, functional leaders, and other key stakeholders
to identify business needs and opportunities.
Increase
awareness, adoption, and utilization of available products and services
across the existing customer base.
Identify
opportunities for customer referrals, testimonials, case studies, and
reference accounts.
Develop
and maintain strong customer advocacy and reference relationships.
REQUIRED EXPERIENCE amp; QUALIFICATIONS
5+
years of experience in technology, software, or B2B solution sales.
Strong
understanding of manufacturing processes and business environments.
Demonstrated
success managing and expanding existing customer accounts.
Proven
experience managing complex B2B technology or software sales cycles.
Track
record of developing relationships with senior executives and C-level
decision-makers.
Strong
customer-facing and consultative selling experience.
Excellent
verbal, written, presentation, and interpersonal communication skills.
Strong
organizational and time-management abilities.
Demonstrated
ability to manage a sales pipeline and accurately forecast revenue.
Experience
using CRM systems to manage account activity, opportunities, contacts, and
forecasts.
Ability
to work effectively and independently in a remote environment.
Ability
to collaborate effectively with geographically distributed sales,
technical, consulting, and professional services teams.
PREFERRED EXPERIENCE
Experience
selling software or technology solutions to manufacturing organizations.
Experience
working for or selling on behalf of technology, software, consulting, or
professional services organizations.
Experience
with software implementation, deployment, project management, or technical
support organizations.
Understanding
of business and IT applications across multiple industry verticals.
Experience
collaborating with Professional Services, implementation, consulting, or
customer success teams.
Experience
managing enterprise or strategic accounts.
Previous
experience working successfully in a remote sales environment.
SUCCESS METRICS
Success in this role will be measured by:
Achievement
of annual sales quota and revenue targets.
Revenue
growth within existing customer accounts.
Expansion
of products, software, and services within the installed base.
Development
and maintenance of a healthy sales pipeline.
Customer
retention and satisfaction.
Growth
in strategic account relationships.
Customer
referrals, testimonials, case studies, and reference accounts.
Effective
utilization and coordination of Sales, Pre-Sales, and Professional
Services resources.
Accurate
forecasting and CRM management.
Continued
development of relevant technology, manufacturing, and industry expertise.
REMOTE WORK amp; TRAVEL REQUIREMENTS
Remote
position
with the ability to work effectively from a home office.
Ability
to travel throughout an assigned multi-state territory as required.
Valid
driver#39;s license and ability to travel to customer locations.
Ability
to conduct regular virtual and in-person customer meetings.
Ability
to maintain a productive and professional remote work environment.
Ability
to sit and work at a computer for extended periods.
Ability
to drive for extended periods when required.
Ability
to lift approximately 20 pounds when necessary.
Reasonable
accommodations may be provided for individuals with disabilities.
COMPENSATION amp; REPORTING
Salaried,
exempt position with commission-earning potential.
Reports
to Sales Leadership.
IDEAL CANDIDATE PROFILE
The ideal candidate is an experienced
remote technology
or software Account Executive
with a proven track record of
growing
existing customer relationships
, particularly within manufacturing
organizations.
The strongest candidates will have:
5+
years of technology or software sales experience.
Manufacturing
industry knowledge or experience selling technology solutions to
manufacturers.
A
demonstrated track record of account expansion, upselling, and
cross-selling.
Experience
managing an installed or existing customer base rather than focusing
exclusively on new-logo acquisition.
Experience
managing complex software or technology sales cycles.
Strong
executive and C-level relationship-building capabilities.
Consultative
and relationship-based selling skills.
Experience
partnering with Professional Services, implementation, consulting, or
technical teams.
A
documented history of achieving sales quotas and growing revenue within
existing accounts.
Strong
communication, presentation, negotiation, and organizational skills.
Demonstrated
ability to work independently and effectively in a remote environment.
Willingness
and ability to travel throughout a multi-state territory.
