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Sales Account Executive - Retail, Point of Sale

Company: Heartland Payment Systems
Location: Salem
Posted on: October 19, 2020

Job Description:

Summary:

Want to join one of the nation's best employers? Interested in providing small and medium sized businesses with solutions that make them grow? Do you like serving customers and care about people? Then maybe Heartland is for you:

We're looking for team members who are excited by our mantra - Entrepreneurs Respectfully Serving Entrepreneurs, and who want to work in a culture built on care, focus and quality.

We need customer-focused, can-do, team-oriented folks who are ok having fun

Job Details:

Sales Account Executives can recognize and self source new sales opportunities and turn leads into customers. With their extensive product knowledge and understanding of industry trends, Sales Account Executives will communicate directly with customers and prospects, understand their individual needs, and recommend products or services that maximize value. Sales Account Executives may also assist in developing their own personal sales strategies. You should be an adaptable, knowledgeable multi-tasker with strong computer and communication skills.

Successful Sales Account Executives will be skilled communicators and presenters who can find the best fit between client and product. The ideal candidate will be organized, passionate about client relations, and focused on enhancing the buyer experience.

Why this role is valuable to the company

You are an experienced, proactive enterprise SaaS sales executive who thrives on building a business, developing productive relationships with customers, and exceeding performance targets. Because you deeply understand both the challenges of specialty retailers and the advantages of SaaS, you translate the benefits of Heartland Retail solutions to meet these challenges better than the competitive alternatives. Given your experience with enterprise-level clients, you can navigate both organizational and technical complexities and adeptly service the customer end-to-end throughout the sales cycle.

Scope of responsibilities

* Outbound reach in order to mine prospects, convert leads to opportunities and close sales. Attend relevant trade shows and events.

* Help advise to build out the enterprise program and sales process. Develop compelling resources to support each customer touchpoint.

* Consistently deliver performance against quota on a monthly, quarterly, and annual basis within the enterprise segment (roughly defined as customers with >5 locations and >$5M in annual gross merchant volume, including most strategically important prospects).

* Build at least 3x pipeline to support assigned quota volume. Accomplish this through a combination of both inbound and outbound lead development. Develop partner relationships and leverage industry influencers, consultants, existing enterprise customers, and others to identify enterprise-class business opportunities

* Maintain accurate CRM hygiene (in Salesforce.com). This should include active and ongoing documentation of activities, next steps, forecasting, and any information that impacts the decision-making process.

* Consistently exhibit the best-in-class solution selling approach. This includes demonstrating an understanding of the full sales life cycle and requires a strong command of both the Heartland Retail product and the enterprise specialty retail context.

* Partner closely with Customer Success to ensure customer satisfaction throughout the lifecycle and to drive continued growth and expansion with enterprise accounts.

* Provide ongoing feedback to our product team to help shape features and product enhancements in line with enterprise account needs.

* Serve as a leader on the Sales Team by coaching, mentoring, and setting a positive example for fellow Sales Team members.

Requirements

* Bachelor's degree or equivalent work experience

* 3+ years of sales experience in a B2B environment, preferably in a SaaS solution-sales technology environment

* 1+ years experience in sales and/or operations with enterprise retail clients.

* Recent retail industry sales experience that involves the sale of complex solutions to complex organizations

* Strong technical aptitude

* Ability to build relationships via phone and digital communication methods.

* Business acumen to understand how and when customers make buying decisions

* Drive to exceed both personal and team sales goals

* Strong negotiation skills

* Passion for helping and supporting customers

Bonus experience

* Prior Sales Training in SPIN, Sandler, Challenger or other methodologies

* Retail experience

* Salesforce.com experience

* Remote work experience

Compensation and Benefits

This person will work from their home office. This position is a salary plus commission position

Global Payments Inc. is an equal opportunity employer.

Global Payments provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex (including pregnancy), national origin, ancestry, age, marital status, sexual orientation, gender identity or expression, disability, veteran status, genetic information or any other basis protected by law. Those applicants requiring reasonable accommodation to the application and/or interview process should notify a representative of the Human Resources Department.

Keywords: Heartland Payment Systems, Salem , Sales Account Executive - Retail, Point of Sale, Other , Salem, Oregon

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