Strategic Account Executive


The Strategic Account Executive achieves maximum sales profitability, growth and account penetration within the Strategic market segment . The SAE establishes, develops and maintains effective business relationships with prospective customers to generate new business for iCIMS' product suite. Reporting to the Director, Prospect Sales, the SAE works toward a monthly quota to achieve sales goals. Experience in financial services, banking and insurance highly preferred.

  • Targets companies within segment that prioritize winning the war for talent and attracting the best people to their organization.
  • Drives new business within assigned segment, focusing on specific industries.
  • Builds and maintains relationships with customers at all levels, including senior leadership and C-suite, to assess needs and effectively link product value, features/benefits to those needs. Works internally to align appropriate team sell-approach.
  • Follows well defined sales methodology to ensure prospects are a good fit for iCIMS' long term.
  • Understands big picture of iCIMS' product suite and how it can fit into client organization. Closes deals while setting stage for additional product sales within organization.
  • Presents and positions iCIMS' products/services to prospective customers via on site visits. Represents the iCIMS organization with professionalism and integrity.
  • Partners with iCIMS' Sales Engineers to demonstrate product capabilities.
  • Builds sales funnels through prospecting efforts including but not limited to client referrals, regional networking, webinars and cold calling.
  • Follows-up and actions on new leads and referrals resulting from marketing and prospecting activity.
  • Develops and maintains detailed product and marketplace understanding to help prospective customers make well informed buying decisions.
  • Plans and organizes personal sales strategy by thoroughly understanding prospective customer's business cycles and timing.
  • Prepares presentations, demonstrations, investment summaries, and sales contracts.
  • Closes deals of significant size, complexity and sales cycle length.
  • Effectively builds and maintains partnerships with clients, prospects and people at all levels across the company. Contributes to team and company success.
  • Consistently targets and closes deals of significant complexity while setting stage for additional product sales within organization.
  • Effectively interfaces with multiple departments within client organization including C - Suite.
  • Mentors and motivates other members of the AE team.
  • Consistently ensures that business is conducted with integrity at all times and that behavior aligns with iCIMS' core competencies, policies and procedures.
  • Bachelor's degree preferred or equivalent combination of education and work experience.
  • A minimum of 15 years of sales experience desirable, preferably in the Software-as-a-Service space, but not essential.
  • Superior knowledge of the practices and principles related to sales techniques.
  • Skilled at closing deals that are more advanced in scope and size. Customers consistently have significant elements of complexity (i.e. decentralized or with multiple business units / brands, global presence).
  • Adept at transferring knowledge and passion for sales to junior staff.
  • Consistently applies strategic approach to deal crafting and relationship building.
  • Proven track record in soliciting and closing B2B sales against a quota.
  • Demonstrated effectiveness in new business development strategies and lead qualification.
  • Ability to multi-task and handle multiple prospective clients and issues simultaneously.
  • Proven ability to leverage established relationships and proven sales techniques for success.
  • Ability to clearly present and effectively overcome objections.
  • Demonstrated aptitude for problem-solving.
  • Able to work both independently and within a team environment.
  • Computer literate; proficiency with Microsoft Office (PowerPoint, Excel, Outlook).
  • Excellent communication and interpersonal skills. Articulates thoughts and ideas clearly, concisely, and persuasively with appropriate empathy.
  • Ability to work effectively within a fast paced, changing environment that is going through high growth.
  • A self-starter with the demonstrated ability to take initiative.
  • Understands how to approach sales from a strategic perspective.
  • Strong Results Orientation with a focus on closing long term sales cycles.
  • Demonstrated customer service orientation. Creates and sustains ongoing forums that encourage two-way communication opportunities.
  • Able to communicate with and influence multiples layers of organizations, including Senior Leadership. Through a constant presence, becomes aware of changes in a customer's organization and alters sales plan accordingly.
  • Effective at developing and maintaining client relationships at senior management (C- Suite) levels.
  • Ability to travel at 50%+.
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