Sr. Account Executive

Permanent (Full-time)

This position is Hybrid

Ref. 17990

Sr. Account Executive

Purpose of the role 

This position will be responsible for managing, nurturing and developing relationships with strategically important large customer accounts; targeting new opportunities for value sell and value discovery; building executive relationships that link complex customer needs to ESI Solutions; ensuring collaboration with technical teams to differentiate ESI over the competition; and achieving budgeted sales quotas to designated named customer accounts.

Main responsibilities

Business Development & Sales Growth:

• Actively seek opportunities to secure software licensing and services contracts.
• Align efforts with the company's corporate strategic objectives, focusing on profitable growth and sustainability.

Customer Engagement:

• Promote ESI’s value proposition and strategic vision to encourage long-term business relationships and transformation.
• Develop a detailed 3-year sales plan for key industries and clients, aligning with ESI guidelines for opportunity qualification.
• Protect existing revenue streams while identifying new markets and opportunities for expansion.

Market and Opportunity Strategy:

• Identify and capitalize on new opportunities by creating detailed action plans to penetrate both new and existing markets.
• Keep a comprehensive understanding of customer markets, competitors, and customer needs to craft personalized solutions.

Relationship Management:

• Build and maintain relationships internally and externally to ensure the successful delivery of solutions, services, and training.
• Address customer concerns and provide timely resolution to any issues that may arise.

Sales Tracking and Forecasting:

• Use CRM tools to manage and track sales opportunities, ensuring accurate sales forecasts and revenue tracking.

Customer Presentations & Proposals:

• Prepare and deliver compelling sales, marketing, and technical presentations to customers and partners.
• Coordinate the preparation of software quotes and service proposals in line with ESI’s pricing and product standards.

Product and Market Knowledge:

• Stay up-to-date on ESI’s products and services to effectively match solutions with customer needs and business goals.
• Advise internal teams (marketing and technical staff) on new or alternative technology solutions that could contribute to business growth.

This role involves a mix of strategic planning, customer relationship management, sales execution, and collaboration with internal teams to ensure the successful delivery of software solutions and services.

Role qualifications and requirements

• Bachelor's degree in Engineering
• Eight years outside sales experience selling similar products in same targeted industries. Also, three years of experience managing large, complex accounts.
• Highly motivated self-starter that consistently exceeds quotas
• Strong business acumen and experience developing compelling value propositions
• Proven ability to develop, maintain and leverage executive relationships
• Proven track record of successful enterprise software (PLM, PLL, ERM, CRM, SCM)
  Strong negotiation skills
• Knowledge of industry markets a plus: Aerospace & Defense, Electronics

 What we do

ESI Group, a part of Keysight Technologies, provides reliable and customized solutions anchored on predictive physics modeling and virtual prototyping expertise. Acting principally in automotive, land transportation, aerospace and defense, and heavy industry, ESI software enables engineers to simulate mechanical designs, smart manufacturing processes, and human-centric workflows to make better decisions earlier in the product lifecycle. Keysight is an S&P 500 company delivering market-leading design, emulation, and test solutions to help engineers develop and deploy faster, with less risk, throughout the entire product lifecycle.

Each of us has a responsibility to drive Equality in our communities and workplaces. At ESI, we are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, inclusive benefits, and more. ESI Group is an equal employment opportunity and affirmative action employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.  

ESI Group does not accept unsolicited headhunter and agency resumes. ESI Group will not pay any third-party agency or company that does not have a signed agreement with us. 
 
If your application is successful, your personal data may be used for a pre-employment screening check by a third party as permitted by applicable law. Depending on the vacancy and applicable law, a pre-employment screening may include employment history, education and other information (such as media information) that may be necessary for determining your qualifications and suitability for the position.

For any question or additional information, feel free to reach out to us via: careers@esi-group.com