What are the responsibilities and job description for the Major Account Executive position at Lineage?
Job Description
Job Description
OUR CULTURE :
We move to the beat of a different drum. Our core values aren’t just words on a piece of paper but something we strive to live out every day. We make a difference in the lives of our employees, their families, and our communities. We accomplish this by using our time, talents, and resources. Each of our locations support local charities and we offer the opportunity to participate in international mission trips.
We are committed to our culture. We rally behind our core values, and we deliver a positive experience to our customers. We celebrate our employees’ success and encourage our team members to bring their insights and recommendations to the table. Are you ready to discover your true potential? Are you ready to join the Lineage family?
POSITION SUMMARY :
This is a strategic selling role that requires consultative selling skills. You will discover and diagnose inefficient / ineffective customer business processes and design and deliver innovative solutions that optimize an organization’s business critical communications.
RESPONSIBILITIES :
- Conduct business development activities and penetrate targeted accounts in vertical markets.
- Maintain On Target Earnings (OTE)
- Diagnose inefficient and ineffective customer workflows and / or business processes.
- Maintain effective account management with a primary focus to new business development.
- Grow and maintain a productive sales pipeline, project accurate forecasts, and booking of business.
- Provide optimized solutions to your client’s business challenges by offering software, hardware, and outsourcing solutions.
- Manage client portfolios by facilitating a customer engagement strategy to ensure all assigned accounts are communicated with on a timely basis.
- Expand customer relationships by going higher, wider, and deeper in accounts generating cross-sell opportunities and high levels of customer satisfaction.
- Qualify, manage, and close inbound sales leads in an expedient manner.
- Understand and translate customer financial and budgetary considerations.
- Build and maintain an effective sales pipeline using P1, P2, P3 methodology.
- Utilize and maintain an accurate CRM database.
- Deploy functional knowledge and understanding of Lineage products and solutions.
- Proactively identify and drive leads to Lineage Optimize.
- Execute A2D4 Sales Process :
- o A1 – conduct account research and planning
- o A2 – gain access to targeted accounts and earn the right to perform discovery
- o D1 – conduct and discover high-level opportunities within accounts
- o D2 – document inefficient and ineffective workflows and business procedures
- o D3 – design differentiated and optimized solutions for accounts
- o D4 – document and deliver ROI and optimized solutions in Executive Summaries and / or Proposals.
- Attend sales training and meetings as required by the company.
- Achieve product and sales revenue quotas.
- Live out Lineage core values of Integrity, Growth, Family Culture, Pursuit of Excellence, and Compassion in all aspects of the job.
- And other duties as assigned.
QUALIFICATIONS :
SUPERVISORY RESPONSIBILITY
WORKING CONDITIONS AND PHYSICAL EFFORT :
TRAVEL :
BENEFITS :
Lineage Offers full time employees with the following benefit options :
Lineage is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, race, color, sex, religion, national origin, disability, sexual orientation, gender identity or expression, pregnancy status, marital status, military or veteran status, genetic disposition or any other reason protected by law.
