Senior Account Executive prospecting and closing sales with new customers at WM. Responsible for managing relationships and maintaining billable value in assigned accounts.
About the role
- Senior Account Executive driving revenue growth for AI-powered customer experience leader Genesys. Focused on federal civilian agencies with responsibilities in sales strategy, customer engagement, and relationship management.
Responsibilities
- Drive revenue, market share, and exceed new pipeline targets in your defined territory
- Effectively lead and manage active sales opportunities with prospects and customers with the Genesys Way of Selling , and (MEDDPICC).
- Understand acquisition and procurement rules and processes to guide new customers through buying.
- Accurately forecast and exceed monthly, quarterly and yearly revenue targets
- Build, maintain, and iteratively evolve Territory Plans to crystallize and focus your strategy and priorities of work which align to Genesys’ strategic direction, including the development and management of a robust sales pipeline by engaging with prospects, partners, and key customers.
- Collaborate and build strategically with Genesys Partners, including our Value-Added Resellers (VAR), Integrator, AppFoundry, and Carrier channel partners to align on building a greater awareness to our solutions in the industry, conduct effective and streamlined opportunity management, and attending events together.
- Develop and refine your ability to present a compelling business value proposition for your customers through effective written and speaking communication skills.
- Understand the business and technical requirements of your customers and to help shape an informed point of view and the direction of our product offerings.
- Collaborate with Genesys’ internal business partners, including our legal and finance teams, to manage complex contract negotiations.
- Prepare and deliver business reviews to the senior management team on quarterly and yearly strategies that align with revenue growth expectations.
- Accelerate customer adoption and ensure customer satisfaction in partnership with our Customer Success Managers.
- Become expert at positioning the business value of our Digital and AI portfolio
- Build a strong working knowledge of customer mission and priorities by researching Modernization plans, IT strategic plans, IG and GAO reports, etc.
- Become expert at aligning customer initiatives and priorities to Genesys capabilities in a way that differentiates our products and informs a strong Point of View on Why Genesys
Requirements
- 8+ years of field enterprise sales and/or business development experience with a focus on federal civilian and selling AI, enterprise software, networking, infrastructure, customer experience, and/or cloud computing services.
- Understanding and experience with federal civilian and funding in direct and indirect models.
- BA/BS degree or equivalent experience
- Proficiency with enterprise platforms including Salesforce (CRM), Clari or similar (forecasting and opportunity management), Zoom (collaboration), and others such as ZoomInfo, DocuSign, Workday, and Tableau.
- Demonstrated proficiency and adoption of MEDDPICC, Account Strategy Mapping, and Opportunity Plans.
- Must be based in region with the ability to travel at least 25% as needed.
Benefits
- Medical, Dental, and Vision Insurance.
- Telehealth coverage
- Flexible work schedules and work from home opportunities
- Development and career growth opportunities
- Open Time Off in addition to 10 paid holidays
- 401(k) matching program
- Adoption Assistance
- Fertility treatments
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