Enterprise Account Executive
FourKites, Inc.
full-time
Posted on:
Location Type: Remote
Location: Illinois • United States
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About the role
- Exceed assigned quota on a quarterly and annual basis
- Increase ARR for existing accounts while securing profitable revenue for new customers
- Develop trusted partnership relationships across various divisions and at various levels across assigned accounts
- Coordinate account strategies for assigned prospects/customers including action plans outlining how Account Executive, supported by broader team, will achieve their commercial objectives
- Facilitate stakeholder mapping plans for all prospect and key accounts outlining key Supply Chain targets across the enterprise, along with strategies for establishing relationships
- Engage with Value Delivery team to understand customer’s SOP’s, map FourKites solutions to the, and codify the value that our solutions can deliver
- Work with VP of Sales, Services, and Product personnel etc. to coordinate pricing strategies that will drive profitable growth for assigned accounts
- Closely work with assigned CSM (Customer Support Representative) team to ensure alignment and ongoing collaboration regarding strategic account objectives
- Leverage SDR personnel (inside sales) to complement outreach efforts with assigned customer targets.
- Clearly communicate “go to market” strategic efforts for assigned accounts and ensure that all supporting stakeholders across the enterprise are aligned with the AE’s plans for subject account
- Leverage FourKites’ internal AI tools to maximize productivity and improve customer facing activities.
- Keep Salesforce (CRM) updated daily to ensure all qualified opportunities on target named accounts have the appropriate deal specifics (action plans, close dates, revenue, etc.) and account plan strategies
Requirements
- Minimum 5-10 years selling enterprise supply chain software solutions to Fortune 1000 customers across multiple verticals
- Track record of consistently exceeding sales objectives throughout career
- AE must have a strong “Hunter” as well as “Account Management” capabilities enabling AE to successfully capture new business within assigned prospect and named customer accounts, and develop strategic account plans, to expand market share
- History of developing key coach and executive sponsor relationships to drive successful transactions and “win/win” partnerships
- Complex selling experience to support objectives of selling FK solutions to disparate stakeholders across different segments of the supply chain i.e. Transportation, Logistics, Execution, Planning, International, Finance, Operations etc.
- Excellent listening skills to facilitate clear understanding of customer, their business, SOP’s, and strategic objectives
- Presentation skills that enable the effective presentation of FourKites’ solutions to customers and prospective clients
- Experience in selling “value” focused solutions vs. pitching tactical products
- Competitive driven self starter who can lead and influence across cross-functional teams within FourKites
- Experience in leveraging key Business Development/CRM tools including Salesforce, Linked In Sales Navigator, Zoominfo etc. to support commercial efforts
- Strong verbal and written communication skills.
Benefits
- Medical, Dental & Vision benefits start on first day of employment
- Health Savings Account employer contribution
- Medical and Dependent Care FSA
- Supplemental insurance for Accident and Critical Illness expense reimbursement
- Dedicated resources for family planning, 1:1 support for new parents, access to child care and welfare networks, fertility, LGBTQIA+ inclusive, behavioral and psychological health
- 401k Retirement savings employer match
- Bonus and incentive compensation as well as employee stock option program
- Employer paid life insurance and short term disability insurance
- 20 PTO days, 5 recharge days, 2 volunteer days
- Up to 16 weeks of parental leave for birthing parents, fully paid
- Up to 12 weeks of parental leave for non-birthing parents (8 weeks paid, 4 weeks unpaid)
- Technology reimbursement
- Commuter benefits for in office employees (Chicago)
- Annual Wellness Stipend
- Ongoing learning & development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
enterprise software salesaccount managementsales strategy developmentcomplex sellingvalue-based sellingstakeholder engagementcustomer relationship managementsales forecastingquota achievementmarket share expansion
Soft Skills
listening skillspresentation skillscommunication skillsrelationship buildinginfluencing skillsself-startercollaborationstrategic thinkingproblem-solvingcompetitive drive