With the success of IDS’ next-generation InfoLease® 10 and Rapport® equipment finance software solutions, IDS is seeking a talented and highly motivated Senior Account Executive (SAE) to support our growth. As SAE you identify needs which IDS can help resolve through our market-leading solutions, develop compelling business value proposals for IDS solutions and ultimately close business. Utilizing a proven, deep technical knowledge of financial services-related software applications (ideally, equipment leasing and asset finance), you forge strong client relationships, and gain a thorough understanding of the client’s business and need.
Responsibilities and Deliverables
Meets or exceeds assigned annual sales quota targets through the development, maintenance and maturation of pipelines for assigned accounts by following a disciplined approach to keep the pipeline current and rolling.
Develops effective and specific plans to ensure revenue target delivery and sustainable growth. Develops and cultivates relationships in assigned new and existing customer accounts, particularly at Executive Levels, and leverages to drive strategy through the organization.
Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Keeps abreast of key industry trends and issues impacting the customer. Proactively establishes and participates in the development and delivery of comprehensive business planning with the customer and understands how IDS solutions relate to other solutions in the client’s technology ecosystem.
Delivers successful presentations and proposals to customers and prospects, illustrating the compelling business and technical benefits of proposed IDS solutions.
Partners with internal IDS resources and SMEs to ensure solutions, presentations and proposals clearly address customer expectations and business needs while utilizing IDS product capabilities to their fullest. This includes working in partnership with IDS teams to research, shape, and drive sales engagements from identification to close and successful transition to implementation.
Leads the complete engagement process towards a successful negotiation and contract close.
Maintains an in-depth knowledge of IDS solution/product offerings. Represents IDS ensuring high standards of integrity, quality, and customer service.
Up to 50% travel required, will vary depending on responsibility and account assignment.
May require some international travel.
Open to continental U.S. (candidates must live near a major metropolitan center with an international airport)
Education and Qualifications
Successful candidates will demonstrate a history of solid sales success with previous employers (top 10 – 20% of peer group) with a proven track record and record of over-achievement
Proven track record meeting or exceeding annual quotas of $2-5M+ and selling large, integrated solutions to C-suite level audiences. Must possess executive presence.
BS/BA or equivalent work experience
5 + years of progressive full cycle software sales experience in commercial, financial services or adjacent arenas
Knowledge of and ability to follow the Miller-Heiman Sales Methodology and use of Salesforce.com CRM.
Proven success in identifying new business opportunities and selling into existing customer base.
Demonstrated ability to partner and gain resource support to respond and drive closed sales
Proven account management skills to include development of trusted long-term relationships throughout customer organizations
Possess strong problem-solving skills and a successful history of “thinking on your feet”. Demonstrated presentation and proposal delivery skills to include strong oral and written communication skills
Candidate must be able to pass criminal and credit background check.
As an Equal Opportunity Employer, we are committed to a diverse workforce.
IDS is the leading world-class provider of software and solutions for the global equipment and asset finance industry. IDS has a proven 40-year track record of serving hundreds of customers, including the top banks, captives and independent companies, in over 30 countries around the world. IDS solutions are powerful and functionally-rich, yet flexible to meet each organization’s business needs. Cu...stomers appreciate being part of a large, global user community supported by the most trusted platform and the most experienced software provider in equipment finance. Headquartered in Minneapolis, MN, the company also has offices in the United Kingdom, Australia, Singapore and India. At IDS, you’ll be part of an innovative team of professionals who serve the world’s equipment finance industry with progressive products and financial depth only available from an experienced and integrated strategic partner. For additional information, visit www.idsgrp.com
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