Position Overview
The Senior Account Executive’s primary role is to generate new client bookings by selling specialized market intelligence as online subscriptions to businesses and contractors that desire to increase sales to public-sector entities. Each Account Executive will be assigned a specific vertical target market (Architecture, Engineering, Construction, IT, Business Consulting, Operations/Maintenance or Transportation) that is likely to benefit from increased market and competitive intelligence and upcoming bids, RFPs and research related to sales opportunities for their products and services.
Account Executives research the companies or industries as needed, formulate the selling strategy, and make executive contact. They are capable of developing confidence and relationships through demonstrating knowledge of business, ability to question intelligently, generating a clear need, proposing a value proposition, and then closing the sale. This position requires strong consultative sales skills and particularly communication skills as sales are progressed via phone, email, online demos and fax as needed.
Core Deliverables and Responsibilities
- Research, analyze, and prioritize business prospects in assigned vertical market.
- Prospect and contact business executives each day to schedule appointments, analyze business processes, question for understanding, schedule customized product demonstrations, and manage stages of the sales process to conclusion.
- After initial training, develop and maintain sophisticated knowledge of Onvia’s products and services.
- Follow the discipline of Consultative Selling (extensive training given) as the proven approach to selling Onvia’s value.
- Through organization and discipline, establish sales goals and put together personal business plan for success.
- Meet and exceed monthly, quarterly, and yearly sales bookings objectives (bookings targets are consistent each month).
- Maintain CRM database (NetSuite) of customer contacts and progress through pipeline management steps.
- Be a strong team member and enjoy winning in a team environment.
Position Requirements
- 5-7 years (minimum) of demonstrable consultative sales success in a role requiring prospecting, cold-calling, analyzing, and closing new business.
- Must be comfortable discussing business value, ROI, market factors and general business conditions; know the basics of how sales, marketing, and business development work together to achieve revenue goals.
- Must be knowledgeable of business marketing and sales functions and how market intelligence is used to target new business opportunities, especially to public entities or to major contractors to such entities.
- Must have proven past ability in achieving and exceeding sales plan.
- Prior experience selling business or marketing services and/or subscriptions to businesses or government suppliers highly desired.
- Internet and computer savvy, familiar with the full suite of MS office products and have experience managing activity through a CRM application.
- Strong written and verbal communication skills are required.
- Ability to make a high volume of calls per day and communicate across assigned industry verticals (preferences and experience dictates).
- Self-motivated, posses an excellent work ethic, and have a commitment to growth in a sales career.
Education/Training/Certifications
- Bachelor’s degree in Business, Economics, Marketing or Communications preferred and/or equivalent experience and formal training in consultative sales approach will help ensure success.
To apply directly, email your résumé to careers @ onvia.com.