Account Executive - Rebates

Position Purpose

At Phocas, we are at the forefront of innovation, providing state-of-the-art software solutions designed to enable businesses to make informed, data-driven decisions. We are on the lookout for a dynamic and driven Sales Account Executive (AE) to join our team and fuel our sales expansion efforts with a particular focus on rebate solutions. In this pivotal role, you will help amplify our market presence and contribute to achieving our ambitious global revenue goals. As a Sales Account Executive, you will be instrumental in generating new business opportunities and nurturing existing client relationships within Phocas' diverse product suite. Your responsibilities will include prospecting, managing the sales pipeline, and closing deals to foster long-term revenue growth. Depending on your experience, you may engage with both new prospects and existing customers to meet our regional and global revenue targets.

Key Responsibilities

• Customer Engagement: Proactively connect with prospective and existing clients through various channels such as in-person and virtual meeting, phone, email and social media to consistently meet or exceed monthly sales targets.
• Pipeline Development: Identify and evaluate potential prospects, analyzing their industry positioning and pain points to build a robust pipeline of business opportunities.
• Value Articulation: Clearly communicate the benefits of Phocas' solutions through customized demos and presentations to key decision-makers, securing their buy-in.
• Sales Methodology: Be well versed in delivering sales process using industry best practice methodologies such as SPIN, Challenger, Jolt, Force, MEDDPICC.
• Opportunity Management: Handle multiple sales opportunities simultaneously, ensuring effective management and timely follow-up.
• Sales Forecasting: Provide accurate forecasts of sales activity and revenue performance.
• Relationship Building: Develop and maintain long-term relationships with customers, generating quality leads through their networks.
• Collaboration: Work closely with Business Development Consultants and Marketing teams to design and execute impactful business development campaigns.
• Cross-Functional Coordination: Partner with Customer Success and Professional Services teams to enhance client retention and growth.
• Industry Awareness: Stay informed about industry trends, market developments, and Phocas' product offerings to effectively address client needs. This includes buyer persona and the challenges they face.
• Event Participation: Represent Phocas at trade shows and industry events, showcasing our solutions to potential clients.
• Partnerships: Engage with partners where necessary to nurture relationships, generate pipeline and win business.
• CRM Management: Keep detailed and accurate records of prospects, customers, and sales activities within our CRM system.

Requirements

• Minimum 3-5 years …