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Account Executive

  • Department:
  • Sales
  • Location:
  • Tampa, FL or Remote

Summary of Duties & Responsibilities

The Account Executive’s primary function is to sell BST 11 and accompanying services to new clients. The Account Executive handles the sales process including Lead Generation activities through to Contract Negotiation. The successful Account Executive uses BST’s solution selling methodology to develop relationships with the prospective client and present the BST Enterprise solution in a way that differentiates it from the competitive offerings and addresses the specific needs of the potential user.

Skills & Competencies

  • Learn the BST 11 software solution
  • Understand BST’s target market
  • Develop the skill to present BST Global and BST enterprise products to the market
  • Create territory business plan with the sales manager that generates 3X to 4X of their quota in pipeline opportunities.
  • Follow a Sales Process that includes the following activities
    • Lead generation activities to engage the prospect, including trade show and industry conference attendance, calling and sales seminar campaigns
    • Qualification activities to introduce the prospect to the solution and learn if the prospect is an appropriate sales target
    • Discovery Interview process to learn of the specific needs of the prospective firm
    • Present the software solution to the prospect. In on-site and online meetings
    • Provide Sales follow-up details and coordinate with other BST staff to assist in making sure the client has all of their questions addressed
    • Negotiate a commitment from the client and obtain an agreement for software and services
  • Continue to develop product knowledge and industry expertise
  • Leverage AEC industry network contacts to introduce BST products
  • Work with other members of the global sales team to meet individual and global sales targets for the team
  • Record and document all sales activities and contribute to the Sales and Marketing CRM system
  • Performs other related duties as directed

 

Team Support/Leadership – Deep commitment to working in and fostering a highly collaborative, innovative, and high-performing product team

 

  • Evangelize, support, and embody BST’s Company Mission, Strategy and Values
  • Foster a culture of ownership and pride for delivering the highest levels of quality and excellence
  • Performs other related duties as directed

Education or Prior Work Experience

  • Four-year BA/BS degree
  • 5 to 10 years of application software sales experience, preferably in the ERP market

Reports to

Global Sales Director or Manager

Number Supervised

0

Travel

Up to 50% to 60% domestic/international

Classification

Exempt

Work Environment

This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, and fax machines.

Physical Demands

While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand, walk, use hands to finger, handle or feel; and reach with hands and arms.

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Account Executive