Senior Account Executive (Fixed-Term Contract)

Description

The Senior Account Executive (SAE) is first and foremost a hunter of net new business among supplier accounts. In addition, the SAE will work to upsell their current account base, contact vendors for enablement programs and respond to incoming leads from a variety of sources. You’ll need to be a resilient and entrepreneurial self-starter to successfully search out new business and then use your business acumen to demonstrate to potential clients the ROI they’ll gain with a SPS Commerce solution.

This is a fixed 9 month contract, slated to begin in January with a target end date of October, 2025 which may also include the possibility of a 3 month extension through the end of the year.

Direct Sales: 100%

Measurement Description: quota based defined sales territory

Why SPS?

We solve retail supply chain problems by cutting through inefficiency with innovation and automation. At SPS we empower retailers, suppliers, distributors, grocers, and logistics partners to work better together with our people, our process and our tech products. We have the world’s largest retail network, and we don’t just lead the industry, we are the industry.

At SPS, we believe every employee makes a difference. We ensure employees have the tools, resources, and training to explore new ideas and execute them. Our success comes from playing as a team and always playing to win. Careers don’t just grow here, they’re made here.

What is the day-to-day like?

• Plan, develop, and manage a defined sales territory, which consists of identification, developing, and closing new business opportunities. Territory Plan will consist of outbound prospecting efforts against defined and undefined calling lists, managing inbound leads and Account Management.
• Drive a value-based sales process from identifying the relevant contact and decision maker within an account, understanding their needs, proposing a solution, and closing the deal such that you meet/exceed quota.
• Effectively manage your pipeline, utilising salesforce.com to document and track accounts, activity and provide accurate monthly and quarterly forecasts.
• Creatively prospect for new clients through email campaigns, networking, cold calling, and other strategies you determine can reach client most effectively so you can offer SPS Commerce solutions to help the customer improve their business.
• Build relationships and generate future business using a consultative approach that provides customers with a clear ROI understanding of SPS Commerce via the telephone, internet, webinar and customer meetings.
• Negotiate pricing and contractual terms to close sales and meet monthly, quarterly and annual targets.
• Continue to nurture clients as their business needs change, upselling current accounts and reaching out to vendors for enablement programs on an ongoing basis.
• Team effectively with internal resources as you bring in technical and implementation colleagues at the right time and place to answer a client’s needs and ensure a smooth implementation. 
• As a representative of SPS Commerce customers, present solutions to ensure full compliance with customer’s supply chain requirements.
• Communicate trends in the customer base to Product Management, Channel, and Customer Support.

What experience and skills do you need?

• Bachelor’s degree AND 4 years of relevant work experience with 3 years quota-carrying sales experience OR some post-secondary education AND 9 years of relevant work experience
• Multi-year tenure in a single organization with 3 years of repeated success exceeding quota is preferred
• Demonstrated experience managing sales cycles from prospecting to close, building a pipeline, patiently overcoming objections, using tools and resources to demonstrate ROI, effectively forecasting, and persisting through short and long sales cycles.
• Proven experience generating leads from your own prospecting efforts, leveraging your contacts and existing accounts and partners.
• Strong customer orientation with a demonstrated ability to identify customer challenges and articulate a value-added solution to meet their needs.
• Demonstrated ability to think and plan strategically with organisation and prioritisation skills to execute effectively.
• Excellent communication and cross-functional teamwork skills (product management, support, sales and senior management).
• Strong verbal, written & presentation communication skills, with ability to translate technical & customer information into products requirements for different level audiences.
• Proven competence with Microsoft Office (e.g., Word, Excel, PowerPoint, Outlook) and a CRM, preferably Salesforce.com

** EOE including disability / veteran **