Account Executive - Bay Area

POSITION SUMMARY

We are looking for an action-oriented, energetic Account Executive who can close deals. This person will be responsible for developing and maintaining new and existing enterprise level accounts.

ESSENTIAL FUNCTIONS

Generate revenue for our Sales Enablement Solution through a consultative selling approach to companies in the North American territory.
Develop sales plans, pipeline, and strategies that are designed to enhance revenue growth and meet customer needs.
Solicit business customers through various forms of contact.
Remain knowledgeable of products to facilitate sales efforts.
Maintain positive client relations with new and existing customers to discuss their needs and how to best utilize our product to achieve their intended outcome.
Deliver presentations to multiple levels of decision makers during face-to-face meetings.
Perform other job duties as assigned.
High level of travel

POSITION QUALIFICATIONS
Over 5 years experience in software or services/hi-tech sales/marketing/partner management positions.
An excellent and proven, track record in developing new business – therefore a proven ability to play with the team and coordinate resources internally.
Previous background in closing 6 figure deals.
Record of success in a similar role. Consistent overachievement of quota.
Highly motivated individual who has strong organizational agility and a proven record of engaging at the executive level.
Demonstrated competence with technology including PowerPoint, SFDC, etc.
Build effective internal, consultative relationships with customers.
Excellent verbal, written and interpersonal communication skills.
Self starter and take the initiative.
Previous experience selling Content Management or CRM is a plus.
Our ideal candidates should reside in or around the Bay area.

WHO ARE WE

We are smart, innovative and customer-focused people working at the leading Sales Enablement company. Although we are based in the Chicago Loop, our culture is more like Silicon Valley with a dose of Wall Street. We are innovative, technically savvy, customer-focused, hard workers, and we spend a lot of time thinking about salespeople and how we can make their jobs easier. We enjoy coming to work every day because we deliver a cutting-edge technology that continues to be a challenging, creative, and fun workplace. We celebrate our successes as a team and value the insights and opinions of every employee. We have a unique opportunity as trailblazers in this growing space, and we never lose sight of that.

Send resumes to cheryl@pullmanblaine.com

Mid Market Account Executive
Location: Princeton, NJ

Description:

My client is a leading provider of online engagement solutions that facilitate real-time assistance and expert advice. Connecting businesses with consumers seeking help on the Web, the hosted software platform creates more relevant, compelling and personalized online experiences. Every month, their intelligent platform helps millions of people succeed online; more than 8,000 companies, including EarthLink, Hewlett-Packard, Microsoft, Qwest and Verizon, rely on them to maximize the impact of the online channel.

I am currently recruiting high-energy, driven Account Executives with relevant knowledge of the web and ecommerce space to help accelerate growth in the Midmarket sector, with specific focus on the following verticals: Telecom, Retail, Fi-Serv, Travel and High Tech.

Ideal candidates should possess strong B2B sales and account management experience. The majority of time will be spent in the office with occasional visitis to client sites and tradeshows. The company offers a fast-paced, innovative environment where you will be provided the tools, resources, and leadership to these best in class hosted business solutions. The right candidate will benefit from seasoned sales leadership, strong brand and loyal and passionate customer base.

Responsibilities:

• Develop and manage relationships within the Mid Market Corporate Sales Segment
• Manage fast sales cycles and present the value of the solutions to C-level executives
  
• Forecast sales activity and revenue achievement in salesforce.com, while creating referencable, satisfied customers
  
• On line demos of product via web technologies and web-based presentations
  

Required Skills/Experience:

• 5+ years of quota carrying software or technology sales and account management experience.
  
• Experience managing the sales cycle from business champion to the CIO, CEO and CFO levels.
  
• Track record of success in carrying a quota of 1M at a minimum
  
• Track record of over-achieving quota (top 10-20% of company) in past positions
  
• Strong and demonstrated written, verbal and presentation skills
  
• Experience managing and closing complex sales-cycles
  
• Previous Sales Methodology training, CRM experience, and strong customer references preferred
  
• Strong computer skills, including Salesforce.com, Microsoft Word, PowerPoint and Excel
  
• Bachelor or University Degree required
  

Benefits:

• Very competitive compensation package with uncapped commissions
• 1 week sales training boot camp at hire with continuous sales training
  
• Career Advancement opportunities. Strong track record of internal promotions and mobility within the Corporate Sales team
  
• Competitive benefits package including 401k match
  
• Base salary $70K - $85K; $140K - $170K OTE
  

Email resumes to cheryl@pullmanblaine.com

Business Development/Strategic Account Manager

The following is the position is Boston-based:

EMC/RSA Strategic Account Executive

My client is looking for an experienced Strategic Account Executive to develop and manage joint EMC/RSA/ sales opportunities; identify, evaluate, new sales opportunities; and support Sales Executives and EMC/RSA Sales Executives in driving sales opportunities for their identity management solutions - including user provisioning, password reset/synchronization, and compliance management. The right individual will complement our existing direct sales force by leveraging his/her past experience and existing relationships to develop and manage the sales and business development of this Strategic Account.

RESPONSIBILITIES:
· Work directly with both EMC/RSA Sales Executives/Sales Management and company Regional Sales Managers/Sales Executives to help drive sales opportunities – including coordinating company resources needed to impact the sales process.
· Build pipeline by executing targeted demand generation campaigns in conjunction with EMC/RSA Corporate and Field Marketing Representatives.
· Verify and manage joint EMC/RSA pipeline information and provide accurate and timely forecast information from RSM data.
· Achieve and then exceed assigned strategic partner sales quota.
· Develop and maintain strong working relationship and communication with EMC/RSA Management/Principals.
· Along with the Channel Services manager, work to drive EMC/RSA on boarding, training, contract management, program certification and compliance.
· Along with Director of Product Marketing, deliver messaging and programs to EMC/RSA that support business development and qtr-qtr growth in channel revenue.
· Manage annual business plan development and quarterly business reviews for the EMC/RSA relationship.
· Learn/maintain in-depth knowledge of company's provisioning, compliance, and password management products and services - as well as competitive and industry trends.

REQUIREMENTS:
· Bachelor's degree.
· 5+ years of successful Strategic Account Management/or direct sales for enterprise software and related services.
· Demonstrated technical solution selling skills and a proven track record of exceeding sales quota.
· Experience in the security and/or identity/access management software industry is ideal.
· Ability to draw on a network of existing relationships within EMC/RSA in order to quickly establish revenue producing relationships is highly desirable.
· Able to work independently as well as in a team environment.
· Excellent negotiation and relationship-building skills.
· Business Plan development and project management skills.
· Superior oral and written communications skills, attention to detail.

Send resumes or inquiries to cheryl@pullmanblaine.com.

Vice President of Sales

We have been retained to conduct a search for a Vice President of Sales. Our client is a leading provider of online flagship stores to the branded fashion apparel/accessories, entertainment, and specialty retail industries. Powered by a proprietary open architecture and best-of-breed technologies, the company offers comprehensive ecommerce services tailored to the specific needs of brands in all fashion categories. Services and solutions include supply and demand chain solutions and management, SEO, content management, e-marketing solutions, business intelligence, crm, order management, and fulfillment.

Although the company has been extremely successful (revenues exceed $50 million), the CEO understands that in order for the company’s growth to truly explode “all we need is a proven sales pro to run the team”. This comes from an individual who was a finalist for Ernst & Young’s Entrepreneur of the Year award. He has learned an appreciation of what it really takes to sell, both from an intangible (heart, refuse-to-lose, make your number at any cost) and a functional standpoint. Now he wants to find someone to actually do it. He also has an appreciation of what it takes to motivate someone to accept this challenge and is offering an extremely lucrative compensation plan that includes a 2% equity stake. There is also the opportunity to build your own sales team, as he presently has only one salesperson left from a team that he has committed to upgrade dramatically.

The ideal candidate is someone who has proven themselves as a successful salesperson and leader in a quality software sales organization. They must possess, and have demonstrated a clear understanding of the sales process, have the vision to formulate a successful growth strategy and the ability to execute a results-driven tactical plan. Being based in the NY area is a plus.

Contact me for more information: cheryl@pullmanblaine.com

Field Sales Respresentative - Boston

Position Summary:

This fast-paced, exciting role has responsibility for introducing and selling software products and services within an assigned set of named accounts and/or territories.

Responsibilities:

• Prospecting for new business within assigned territory and upgrading current opportunities within existing accounts
  
• Building a robust pipeline of qualified opportunities
  
• Completing customer needs analyses
  
• Identifying pressure points for all accounts
  
• Working collaboratively within a team selling environment and building strong customer relationships
  
• Articulating and presenting the value proposition to customers and prospects
  

Education:

• Bachelor’s degree (a must)
  

Experience:

• 2 years sales experience (and an understanding of fundamental sales methodology)
  
• Track record of meeting/exceeding sales targets
  

Skills:

• Ability to accurately forecast and report opportunities
  
• Ability to work autonomously and succeed with minimal supervision
  
• Driven team player with strong work ethic
  
• Excellent written and verbal communication skills
  
• Strong interpersonal skills
  
• Strong planning and organizational skills
  
• Ability to travel between 50–80% of the time (both domestically and internationally)
  
• Foreign language fluency is a plus

Send resumes to cheryl@pullmanblaine.com

Enterprise Account Executive - Bay Area

Role

As a Enterprise Account Executive, you will be responsible for generating and closing new business opportunities in accounts with greater then 1500 employees. You are a hunter and have a results oriented mindset with a passion for over-achieving sales targets while exceeding customer expectations.
You will be playing a key role by influencing prospects to buy solutions in this highly competitive displacement sale. To be successful in this position you will fully understand all aspects of complex selling in an enterprise technology market.
This position is a home office based role preferably located in San Francisco, California.

Main duties

• Drive and overachieve aggressive revenue targets
  
• Develop, manage, and report on a sales pipeline within the territory
  
• Provide accurate weekly revenue forecasts
  
• Work with channel partners to identify and develop new business opportunities
  
• Create and implement a strategic territory plan
  
• Develop and maintain detailed knowledge of products, services, and processes
  
• Travel within your assigned territory as necessary
  
• Adhere to CRM, business systems and activity standards
  

Experience and skills

• Proven record of achieving planned quota in excess of $1M per year
  
• Success developing and closing large enterprise software transactions($100k-1M+)
  
• 5+ years' experience of enterprise software sales, preferably in a security-related field
  
• Software sales into Fortune 1000 enterprises
  
• Experience selling to CxO and VP level contacts within a sale
  
• Successful experience working with channels
  
• History of extensive and consistent cold calling skills to develop pipeline
  

To be successful in this role, you will need to:

• Have strong qualification skills and can motivate prospects
  
• Be able to develop new pipeline opportunities
  
• Be able to exceed individual quarterly quotas

Email resumes to cheryl@pullmanblaine.com

New Job Opening - Project Manager

This position can be based anywhere in the U.S. The successful candidate will be responsible for driving the complete project plan from kickoff through implementation, launch and initial optimization for assigned accounts.

The company is a provider of online engagement solutions that facilitate real-time assistance and expert advice. Connecting businesses and experts with consumers seeking help on the Web, their hosted software platform creates more relevant, compelling and personalized online experiences. Even with the economic downturn, revenue for the first quarter was up 17% versus the first quarter of 2008.

Purpose

Serve as the program manager on multi-discipline teams to deploy and manage solutions across strategic/global/expansion enterprise clients.

Key Responsibilities/Duties:

• Pre Sales Support / Support Sales Account Executive in pre sales project/program design and scoping development.
  
• Project Management / Develop and drive the complete project plan from kickoff through implementation, launch and initial optimization for assigned accounts; assess and analyze results focused on optimizing success KPIs.
  
• Program Management / Partner with the Sales Account Executive in evaluating and owning the success of a client base across revenue, investment and usage for assigned accounts; assess and analyze results focused on optimizing success KPIs.
  
• Program-Product Enrichment / Support the development of case studies and new professional service offerings. Capture and share customer feedback on product enhancements and service offerings.

Job Requirements:

• 7+ years experience deploying software solutions within large client organizations
  
• Proven track record of managing projects and delivering results
  
• Strong client management and communication skills
  
• Strong analytical skills
  
• Experience with web page design and ecommerce platform utilization
  BA/BS required, MBA a plus, computer science background will be helpful
  
• Significant experience working as part of a team
  
• Management consulting experience a plus
  
• Travel can be up to 30-40% of the time – on average 20%

Six mistakes job-seekers make - MarketWatch

Some very good advice can be found in this article:

Six mistakes job-seekers make - MarketWatch

Pay special attention to these two:

Don't make your resume a list of activities. The part regarding quantifying especially applies to salespeople.

Don't go to the interview unprepared.

It all seems simple enough, but it is amazing how many people do not do the little things!

How to Hire an A-Team - ReadWriteStart

I recently came across this article :

How to Hire an A-Team - ReadWriteStart

It is definitley worth taking the time to read it. The article highlights the following 10 tips for hiring an A-Team.

10 Tips for Hiring an A-Team:

1. Don't be afraid to hire people who are smarter than you.
2. Hire athletes.
3. Focus hard on building a win/win compensation plan.
4. Take the time you need.
5. Be demanding.
6. Be honest and transparent.
7. Listen.
8. Establish techniques and tests specific to the position.
9. Get a second opinion.
10. Don't just "fill a position."

New Job Opening

My client is a global provider of treasury solutions delivered under the Software-as-a-Service (SaaS) model. Customers utilize the online system to automate and better control their daily cash management tasks, including centralization of consolidated bank balance and transaction reporting, payments, cash positioning/forecasting, automated general ledger posting and investment, debt and FX portfolio reporting.

They are currently looking for a Sales Executive to call on potential customers in an assigned geographic territory. Possible geographies include Chicago, Dallas, Houston, Denver, Bay Area, Los Angeles, Seattle.

In addition to Treasury Managament experience, the ideal candidate will have:

• a track record of over-quota achivement
• excellent written and verbal communication skills
• experience in a "hunter" sales role
• experience calling on Fortune 2000 accounts
• experience selling the SAAS model

Please email resumes to cheryl@pullmanblaine.com.

Five red flags that tell you to say 'no' to a job - MarketWatch

Five red flags that tell you to say 'no' to a job - MarketWatch

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Interview Tip

This may just be an excellent tip for those who have upcoming interviews:

"If you would stand well with a great mind, leave him with a favorable impression of yourself; if with a little mind, leave him with a favorable impression of himself. "

Samuel Taylor Coleridge English critic & poet (1772 - 1834)

Current Job Openings

The following is a list of Job Openings that I am currently searching for qualified software sales candidates for:

Atlanta
Sr. Sales Executive - must have OSS/Telecom experience

Charlotte
Account Executive - PTC Reseller; must have PLM/CAD experience

Cleveland
Account Executive - PTC Reseller; must have PLM/CAD experience

Dallas
Enterprise Account Executive - need to have transactional and enterprise deal experience
Sr. Sales Executive - must have OSS/Telecom experience

Denver
Sr. Sales Executive - must have OSS/Telecom experience

Kansas City
Sr. Sales Executive - must have OSS/Telecom experience

Miami
Account Executive - PTC Reseller; must have PLM/CAD experience

Orlando
Account Executive - PTC Reseller; must have PLM/CAD experience

Pittsburgh
Account Executive - PTC Reseller; must have PLM/CAD experience

San Francisco
Enterprise Account Executive - need to have transactional and enterprise deal experience
Account Executive - true "A Players" with solid resume; networking space

South Carolina
Account Executive - PTC Reseller; must have PLM/CAD experience

Washington DC
Sr. Sales Executive must have OSS/Telecom experience

As always, you may submit resumes to cheryl@pullmanblaine.com

Enterprise Account Executive - Dallas

The Enterprise Account Executive position detailed previously is now also open in Dallas. This is in addition to the opening in the Bay Area.

These positions offer a unique software sales opportunity in that they combine the stability of a company that has been profitable for over twenty years with the chance to make an impact in their new enterprise sales group.

As always, you may submit resumes to cheryl@pullmanblaine.com.

Bay Area Opening

Here is a new opening. The company is a large player in the security space. Their revenues increased 26% last year. They just made an acquisition which gives them a huge advantage in encryption software.

Enterprise Account Executive

As a Enterprise Account Executive, you will be responsible for generating and closing new business opportunities in accounts with greater then 1500 employees. You are a hunter and have a results oriented mindset with a passion for over-achieving sales targets while exceeding customer expectations.
You will be playing a key role by influencing prospects to buy solutions in this highly competitive displacement sale. To be successful in this position you will fully understand all aspects of complex selling in an enterprise technology market.
This position is a home office based role preferably located in the Bay area.

Main duties

• Drive and overachieve aggressive revenue targets
• Develop, manage, and report on a sales pipeline within the territory
• Provide accurate weekly revenue forecasts
• Work with channel partners to identify and develop new business opportunities
• Create and implement a strategic territory plan
• Develop and maintain detailed knowledge of Sophos products, services, and processes
• Travel within your assigned territory as necessary
• Adhere to CRM, business systems and activity standards
  

Experience and skills

• Proven record of achieving planned quota in excess of $1M per year
• Success developing and closing large enterprise software transactions($100k-1M+)
• 5+ years' experience of enterprise software sales, preferably in a security-related field
• Software sales into Fortune 1000 enterprises
• Experience selling to CxO and VP level contacts within a sale
• Successful experience working with channels
• History of extensive and consistent cold calling skills to develop pipeline
• To be successful in this role, you will need to:
• Have strong qualification skills and can motivate prospects
• Be able to develop new pipeline opportunities
• Be able to exceed individual quarterly quotas
  

It's not just health care that has jobs today

I came across the following article yesterday and found it fairly interesting. There are jobs out there - they may be few and far between - but there are jobs. In addition, the companies who are doing the hiring tend to be good companies to go to work for. They are solid, stable organizations with good management teams, solid finances and even better technology.

Pay special attention to points #3 and #4. If you are pursuing a new position you need to be at the top of your game.

It's not just health care that has jobs today - MarketWatch

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New Job Order

I am currently searching for qualified candidates for an Inside Sales position in the Bay area. The following is a brief description of the company and the position:

Territory Account Executive

After acquiring over 160 customers in the last year, the company is expanding.

About the company and the solution:

• One of the fastest growing SaaS marketing automation companies
• Sophisticated lead management system designed by and for marketers
• Tremendous time to value based on fast user adoption
• Addictively easy to use
• Real-time integration with Salesforce.com
• Makes marketing spend measurable and drives positive ROI
  

Responsiblities:

• Manage and sell to a defined geographic territory
• Prospect, develop, and close prospects for leading marketing automation and sales software
• Create and deliver accurate forecasts
• Demo using web tools to prospects and customers
• Prepare, present, and close upsell deals and new add-on products
• Work closely with Customer Success and Support teams to ensure customer satisfaction
• Host webinars and web presentations for prospects
• Make customers successful!
  

Requirements:

• 3 – 7 years of B2B sales experience
• On demand/SaaS experience preferred
• Experience in calling on, and servicing existing customers
• Quota over-achievement and a compelling story of why you will be successful
• Ability to work in a rapidly expanding and changing environment
• Teamwork and good communication skills a must
• Four year university/college degree required
• Knowledge/experience selling CRM, SFA, and marketing software a plus
• Position based in San Mateo, CA .
  

Interview Prep

Pros do not take the field, court, course, etc. without warming up - neither should you. I came across a list of sales interview questions that can be used as a prep tool prior to an interview. Once you have worked your way through these, you should be ready to go.

http://www.justsell.com/salestools/salesinterviewquestions.aspx