Location: USA - (Remote)

WHY JOIN US?

We explore ways to deliver new value, foster creativity, and reach beyond boundaries. We use drive and commitment to energize, engage, and inspire others. We do what is important and strive for continuous improvement, work with passion, and purpose. We act with mutual respect, communicate fearlessly, and collaborate to leverage our collective talents. At Riskonnect, we share this set of expectations and values. They guide us every day in every way. These values are more than words – they unite our organization and bring meaning and purpose to what we do.

#pioneer #spark #focus #community

Main Role Responsibilities:

The Riskonnect Account Executive is responsible for the generation of upselling product and services revenue for the Riskonnect Integrated Risk Management Suite. The role focuses on securing upsell business to existing customers. The role is supported by the efforts of our Marketing, Product Management, Client Services, Support, Professional Services, Inside Sales and Engineering teams. The Account Executive and Sales Engineer work together to understand the client’s business requirements and to make recommendations that leverage our capabilities, resulting in a win-win relationship. The AE and Customer Success Manager will work together to maintain a book of business in order to meet defined goals and guarantee client satisfaction and realization of the Riskonnect value proposition

Essential Responsibilities:

The AE has end-to-end responsibility for upsell goals. The right candidate must be able to maintain or leverage existing relationships with C-level executives within Risk Management, Information Security, Information Technology, Compliance and Internal Audit within his or her territory. The candidate must be able to develop and execute a targeted upsell plan within existing account base, organizing resources, leading meetings and demonstrations with prospects, closing deals and facilitating contract negotiations. The AE must demonstrate a deep understanding of the sales process and revenue goal attainment and bring a track record of successfully selling technology to solve business problems. Creativity and high intensity are expected.

Specific responsibilities include:

• Grow revenue by closing strategic up-sell opportunities within Riskonnect’s suite of offerings with a focus on business continuity and resiliency.

• Achieve monthly, quarterly, and annual sales targets established by the Director of Sales.
• Responsible for the development, execution, and delivery of quality solution-focused client presentations at a “C” level.
• Manage the communication and internal coordination of sales support infrastructure to ensure client education and satisfaction.
• Accurate and timely forecasting is an essential part of the account executive’s role.
• Support the team’s market research and competitive positioning analysis in partnership with client solutions, marketing, and product development.
• Development and execution of a sales plan with focus on meeting and exceeding individual sales goals.
• Ability to develop and deliver demonstrations of our applications to C-level executives.
• Ability to prioritize and manage multiple tasks.
• Time and territory management
• Remote position: Ideal locations: Atlanta, Chicago, Philadelphia, or Dallas

Required Skills

• Bachelor's degree in Business or related field. We will consider applicants with equivalent work-related experience with a minimum educational requirement of an H.S. Diploma or GED equivalent.
• Minimum of 5-7 years of enterprise software sales experience, preferably in SaaS, Business Continuity, RMIS, GRC, IRM, or other enterprise software or focus in the Risk, TPA/Carrier industry.
• 8+ years of proven success within an Enterprise sales environment required.
• Thorough understanding of enterprise software sales.
• Experience selling to C-level targets and clients.
• Strong knowledge of risk management a plus.
• Excellent communication skills—both written and verbal.
• Highly organized and the ability to track activities, opportunities and contacts within the RSA customer relationship management system on a daily basis.

• Proven ability to demonstrate a holistic solution across Software, Consulting Services, Managed Services, and Software Services that is aligned to the value and pain of the prospective client.
• Desire to work in a team environment to facilitate a collaborative and customer-first buying experience.
• Familiarity and diligence with tracking and managing activity associated to opportunities within a CRM, preferably Salesforce.com.