Sr. Account Executive
Senior Account Executive
Location: USA (Remote)
Employment Type: Full-Time; Salaried.
Travel Percentage: 25%
Reports To: VP of Sales
Compensation: Base Salary, Bonus, 401k, Medical, etc.
Job Description
About Us:
Innovapptive is a global leader for industrial connected worker solutions that brings front-line workers, back-office and assets together. The company uniquely unlocks all aspects of an enterprise's work management processes with its flagship patented no-code connected worker platform and integrated suite of apps that tightly integrate with enterprise ERP's, enterprise asset management (EAM) and asset performance management (APM) systems. The platform empowers operators, maintenance and warehouse teams to seamlessly collaborate and communicate to carry out work identification to work management workflows. Today, Innovapptive serves some of the world's largest asset intensive customers and helps them attract and retain the best talent with it's platform's end to end digital solutions to improve operational efficiencies, safety, compliance, asset uptime, and reliability. Innovapptive is headquartered in Houston, TX, with a Global Center of Excellence in Hyderabad, India and offices in Australia.
We are backed by Tiger Global Management, a Global Marquee Fund with over $30 Billion of Assets Under Management (AUM). Tiger Global Management has a reputation of investing and building some of the world's "Unicorn" brands such as Spotify, Netflix, Facebook, LinkedIn, Amazon, Peloton, Harry's, Ola, Flipkart, Freshworks and many more!.
Recently in May 2023 Innovapptive raised a Series B investment led by Vista Equity Partners ("Vista"), a leading global investment firm focused exclusively on enterprise software, data and technology-enabled businesses. Existing investor Tiger Global Management also participated in the round. Vista is a leading global investment firm with more than $96 billion in assets under management as of December 31, 2022. The firm exclusively invests in enterprise software, data and technology-enabled organizations across private equity, permanent capital, credit and public equity strategies, bringing an approach that prioritizes creating enduring market value for the benefit of its global ecosystem of investors, companies, customers and employees.
The Role
The Senior Account Executive (Sr. AE) is responsible for generating revenue and bookings above quota by acquiring new customers from a target account list and inbound Leads as assigned. The Sr. AE is expected to research target accounts, create outreach strategies, and collaborate with inside sales team members following-up on inbound leads in order to develop a sales pipeline of qualified opportunities. This position will execute disciplined opportunity-to-closure sales cycles with support from the pre-sales organization and with limited supervision from sales management. The ability to create personalized sales presentations and value-based investment offers using tools such as Microsoft Excel and Microsoft PowerPoint is critical. Ultimately, the Sr. AE needs to contribute to an increase in sales and maintain company-client relationships at a high standard.
If this opportunity excites you, we encourage you to apply even if you do not meet all of the qualifications.
How You Will Make an Impact:
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Have a hunter-mentality with the objective to organize and lead the execution of a consultative sell cycle into enterprise accounts in any of the following industries: asset intensive (Oil & Gas, chemicals, mining, and Utilities), and manufacturing
- Be an expert on executing a disciplined sales cycle starting with your ability to qualify and understand new Leads by determining 1) Goals, Plans, Challenges, Timeline; 2) Budget and Authority; 3) Negative Consequences and Positive Implications
- Develop personalized sales presentations and tailored pricing proposals for software and services with a clear focus on business value and solution differentiation
- Lead a cross-functional team effort to tailor and demonstrate the business solution value to the prospect while ensuring internal team resources are aligned and utilized in an efficient and effective manner
- Be the single point of contact in sales for the prospect and responsible for communicating the tailored business solution value proposition to the prospect in all interactions (dialog, emails, slides, investment case, etc.) with a clear focus on business value and solution differentiation
- Develop an organizational map of key stakeholders within your accounts, build trusted business relationships with such stakeholders and translate your insight into strategic account plans
- Develop tailored pricing proposals for software and services using existing templates and processes
- Support the development of Statement of Work project proposals and/or Request for Proposals by writing strong value driven executive summaries, ensuring that the proposal completely and accurately addresses the client needs and represents differentiators effectively
- Organize and lead high-impact web and/or onsite meetings with qualified prospects.
- Attend seminars and trade shows as required
- Utilize CRM (Salesforce) as a daily tool to plan activities and track progress, i.e. leads, accounts, contacts, activities and opportunities
- Communicate market feedback to the sales & marketing, professional services, and the product development teams
- Displays strong ownership with “Can do”/”scrappy” mindset as we are building an organization
- Other duties as assigned
What You Bring to the Team:
- Bachelor’s degree in Business Administration, Marketing & Sales or a related discipline, an advanced degree is a plus; or equivalent combination of education, training, and experience
- 7+ years of professional consultative sales experience selling SAAS solutions to business stakeholders in supply chain and/or maintenance organizations in any of the following: Power Gen, Utilities, Oil & Gas, Chemicals, CPG or Commercial Manufacturing is required
- Sales process/methodology expertise and a track-record of over achievement
- Ability to understand the client’s business problems, and lead intelligent conversations to propose a world-class business solution for EAM/SCM
- Understanding of Digital Transformation objectives in EAM/SCM and knowledge about business KPIs and how IT-enabled solutions drive business value
- Working knowledge of SAP solutions in ERP (IM, WM, EWM, PM, and others)
- Ability to self-motivate in a fast-paced and dynamic entrepreneurial environment
- Ability to find and close new business
- Executive level communication and presentation skills
- Ethical Conduct
- Problem Solving/Analysis
- Technical Capacity
- Excellent Organizational and Time Management Skills
- CRM, e.g. Salesforce.com
What We Offer: US & Other Regions:
- A positive, open, and highly-innovative environment and team.
- Competitive Compensation Package
- Full benefits (health, 401(k) with company match, etc.)
- Entrepreneurial spirit with unlimited opportunity to grow
- Opportunity to work with leading global brands on exciting and impactful projects