TopLine Strategic Account Executive

TopLine Strategic Account Executive

Job Description

Job Summary

The CPASS Strategic Account Executive will be part of the Accounting Sales team responsible for driving the penetration of TopLine solutions to new customers in the accounting vertical and working to drive revenue in a key growth segment. Overall, the TopLine Strategic Account Executive's role is to acquire new customers, understand their business needs and close on TopLine solutions to meet those business challenges and goals. This individual will work closely with leadership to define the approach and tools needed to meet the goals of this team.

Essential Duties and Responsibilities:

• Make outbound prospecting calls daily to potential clients (Hunting Role).
• Identify and lead the pursuit of targeted new logo business.

• Navigate to decision-makers who have purchasing power.
• Conduct in-depth needs assessments and qualify potential clients and partners.
• Overcome technical and business objections of potential clients.
• Use Salesforce to qualify prospects and capture key data points.
• Ensure monthly, quarterly, and yearly individual sales quotas are exceeded.
• Have a thorough understanding of the company's products and services, industry, and client needs.
• Strategic sales skills are needed to drive higher-level conversations and outcomes. This is not an entry-level sales position.
• Handles proposals, influencing and securing new business. Expedites closes and practices uniformity in how we articulate features and benefits.
• Provides product advice and demonstrations in a virtual setting.
• Uncovers the need for additional digital marketing solutions

• As needed, attend trade shows to demonstrate solutions and identify and develop relationships with decision-makers.
• Stay informed about industry trends, competitor activities, and market shifts within the accounting vertical space.
• Create and cultivate resources while actively seeking and nurturing new business prospects.

• Regular and reliable attendance is expected as this is a full-time position.
• Other duties as assigned by management.

Abilities:

• Consultative hunter with high-level business acumen required to drive high-value conversations and sales processes.
• A natural prospector with a track record of exceeding goal by hunting new business.
• Excellent understanding of the power of content to drive engagement across different channels for clients.
• Ideal candidate will have experience selling SAAS, Social Media Solutions, or other Digital Marketing services.
• A strong communicator: Experienced presenter with effective listening, written, online and oral communications skills. Capable of creating and delivering both internally to leadership and colleagues across departments and to prospects.
• Excellent knowledge of marketing needs for professional clients/decision making in a partnership environment
• Ability to strategize with prospects regarding their goals, share best practices and provide guidance to achieve goals and properly position solutions we offer.
• Demonstrated ability to overcome objections, negotiate contracts and communicate value proposition.
• Self-motivated with a demonstrated pattern of initiative and independent thought.
• Proactive in dealing with challenges head-on and in compliance with company policy.
• Excellent people skills, team-oriented with a strong attitude to succeed.

Key Skills, Knowledge and Qualifications:

• Minimum of 3-5 years of demonstrated success in consultative sales to high level clients in a new business development role.
• Documented success as a strong prospector.
• Accounting vertical or Marketing sales experience preferred.
• Strong knowledge of Salesforce.com.
• Competitive, revenue driver.
• Brand ambassador to raise awareness and understanding of solutions.
• Resourceful - Self Starter -Ability to focus, prioritize and deliver meaningful results.

Physical/Mental Requirements for the Job:

• Prolonged periods of sedentary movement.
• May be requested to work overtime and weekends if deemed necessary.
• Must be able to lift at least 20 pounds.
• Certain management positions might be required to occasional travel.