Sales Executive, Software

• Supports development of GAM and SAM multi-year account plans in Software by providing insight on area of specialization (specific product / service).
• Contributes to the development of strategy for their assigned specialized Software products / services by providing input on customer needs, pain points, trends, etc. to product / service manager.
• Maintains ongoing plan to prioritize portfolio of accounts and maintain relationships throughout the year, identifying opportunities for software renewal.
• Under moderate guidance, performs product demos and advises customers on how to integrate software into an existing IT environment.
• Uses technical credibility to build relationships with buyers and centers of influence, in support of GAM, SAM and KAMs (serving Global accounts).
• Serves as main point of client contact for specialty Software products / services throughout sales cycle.
• Specific to the customers current technology platforms and systems, communicates value proposition of assigned specialty products / services to clients based on highly technical knowledge.
• Maintains ongoing relationships after initial sale has closed in order to effectively convert software renewals.
• Works under moderate guidance of the sales leadership on proposals and closings in the field for assigned specialty product / service sales as directed by GAM, SAM or regionally focused Global support KAM.
• Actions on opportunities to sell specialty Software product / serviced.
• Works with account managers on discovery and opportunity identification for assigned specialty products / serviced.
• Works under the guidance of account managers (GAMs, SAMs, KAMs) to seamlessly work with customers throughout the sales cycle.
• Collaborates with Solution Architects in gathering customer requirements.
• Serves as primary point of contact for specialty products / services, responsible for articulating value proposition and managing client interactions. Brings in additional technical resources (e.g., engineers) when needed to support sales opportunities of assigned specialty products / services.
• Provides input to account owner during account planning process on potential growth opportunities within assigned solution area.
• Makes connections and builds trusted advisor status with relevant account owners.
• Supports smooth hand-off of customer to implementation teams or E&A customer success post-sale.
• Read and follow the Underwriters Laboratories Code of Conduct and follow all physical and digital security practices.

• Bachelors and/or graduate degree in software engineering or related field.
• Proficient in MS Office (Word, PowerPoint, Excel, Outlook), and CRM software.
• Relevant technical capabilities related to assigned specialty product / service.
• 2+ years of related sales experience.
• Deep knowledge and experience with specialty product / services within assigned Software portfolio.
• Proven ability to meet and exceed sales targets.
• Business acumen and deep understanding of business sales processes.

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