What are the responsibilities and job description for the Account Executive - Commercial position at OneStream Software?
Description
Commercial Account Executive - East (Boston)
OneStream Software LLC
Location : Remote, United States
Employment Type : Full-Time
Compensation : $137,500.00 (range applied to US candidates only) Benefits / Variable Comp / Equity - range may vary based on experience
Benefits Offered : Vision, Medical, Life, Dental, 401K
ABOUT THE JOB
The Account Executive is responsible for the sale of OneStream SaaS solutions within a specified territory.
OneStream is looking for an experienced, proactive sales professional to manage and grow existing customer relationships
through subscription renewals and expansion, uplifts and cross-selling of additional solutions. The role will be responsible for
strategic planning and account management across a designated sales territory and will be expected to take full ownership within
this territory. The role requires Account Executive to successfully retain and grow the existing solution footprint and meet and
ideally exceed your quota. The ideal candidate will have a strong understanding of SaaS sales and a proven track record in sales
within an existing account base.
Please note, this role will require frequent travel.
PRIMARY DUTIES AND RESPONSIBILITIES
- Opportunity Identification : Proactively identify new sales opportunities within the existing customer base by understanding their evolving needs and challenges and OneStream's value proposition.
Upselling and Cross-Selling : Introduce additional products or services that meet the evolving needs of our customers, driving upsell and cross-sell opportunities.
Internal Reporting : CRM knowledge transfer, sales pipeline management, and proposal preparation.
Self Sourced Pipeline : Grow pipeline via direct efforts / prospecting, as well as via business partners such as Customer Success, Business Development, Marketing, and Alliances.
Be Business Partner to your Customers : Provide proactive and consultative guidance that will add value to their business objectives, ensuring high retention and net revenue growth for OneStream. This is executed by developing a thorough understanding of your customers' position in the market, their product / service, points of difference and competitive landscape.
Position OneStream : Articulately and effectively convey the OneStream value proposition via written, virtual and in- person presentations, by leveraging custom business cases, marketing assets and customer success stories.
Enable your Customer Champions : Prepare joint business cases that align prospects' and customers' business objectives with OneStream's solutions and value proposition and leverage them in sales cycles to establish and build alignment to support revenue generation. Achieve sales targets.
Develop and execute business plans to achieve sales targets.
Accurately track and forecast sales opportunities.
Grow pipeline via direct efforts / prospecting, as well as via business partners such as Customer Success, Business Development, Marketing, and Alliances.
Ensure timely and accurate knowledge transfer across internal teams, such as Business Development, Pre-Sales, Alliances, and Customer Success, as well as to external collaborators such as Customers, Prospects, and Alliance Partners.
QUALITIES OF A SUCCESSFUL CANDIDATE
REQUIRED EDUCATION AND EXPERIENCE
Minimum 3-5 years' experience as a sales manager, sales representative or a related occupation specifically in B2B selling across the Enterprise accounts. Candidates with less years of experience but strong business development skills will also be considered.
Proven track record in hitting quota and retention targets.
Organized, detail-oriented with the ability to prioritize and respond quickly.
Negotiation skills as it relates to renewals, upsell, cross-selling and additional solution add-ons.
Highly proficient in MS Office Suite, and CRM systems.
Experience working in a consultative capacity with C-level customers on complex SaaS solutions.
Extensive customer service experience in assessing and evaluating customer needs and satisfaction and meeting specified standards with respect to products and services.
Exceptional oral and written comprehension, communication and presentation skills.
Experience demonstrating, promoting, and selling products / services.
Knowledge and experience with marketing / sales strategy and tactics.
Knowledge of administration, business, and management principles.
Experience with MS Office and SFDC, and other analytical or project management tools.
Extensive experience working in a team environment.
Track record of exceeding revenue goals.
Preferred Education and Experience
University Degree or College Diploma in Sales, Business Administration, Marketing or a related field.
Prior sales experience in the software industry, especially within the CPM / EPM industry.
Experience with Salesforce is preferred.
Working knowledge of Accounting, Finance and Corporate Performance Management.
Knowledge, Skills, and Abilities
Professional
Strategic
Capable of building rapport with C-level executives and customers
Highly organized
Tech-savvy
Ability to understand and react to customer needs
Willingness to travel
Flexible and adaptable
Goal driven
WHO WE ARE
OneStream is how today's Finance teams can go beyond just reporting on the past and Take Finance Further by steering the business to the future. It's the only enterprise finance platform that unifies financial and operational data, embeds AI for better decisions and productivity, and empowers the CFO to become a critical driver of business strategy and execution. Our vision is to be the operating system for modern finance, digitizing core financial functions and empowering the CFO to become a critical driver of business strategy. To learn more visit www.onestream.com .
WHY JOIN THE ONESTREAM TEAM
Benefits at OneStream Software
OneStream employees are passionate, hardworking individuals who go above and beyond to keep our customers happy and follow through on our mission statement. They consistently deliver the best and in turn, we make every effort to keep them cared for and happy. A sample of the benefits we provide are :
OneStream Software is an Equal Opportunity Employer.
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LI-REMOTE
Equal Opportunity Employer / Protected Veterans / Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
Salary : $137,500
