Account Executive

Summary

Hyland delivers enterprise content and automation solutions through its Content Innovation Cloud. The Account Executive will develop and maintain customer and partner relationships in the finance and insurance industries while meeting or exceeding sales goals. The role focuses on sales planning, forecasting, software demonstrations, RFP responses, negotiations, trade shows, and account management process improvement.

Responsibilities

• Develop a comprehensive sales plan to meet or exceed quota — identifying and prioritizing opportunities for assigned existing or potential customers or partners while proactively initiating contact on a regular basis to develop, maintain, and expand business relationships
• Develop and communicate accurate sales forecasting on a real-time basis — recording all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits, and sales calls to ensure pipeline visibility and accuracy
• Partner with sales solution engineers in the development and delivery of software demonstrations for customers or potential customers — actively contributing to the demonstration process and engaging company specialists and support resources as needed to advance opportunities
• Assist with determining the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response — developing the closing plan for accounts and engaging internal leadership to support negotiation and contracting processes to ensure deals close on time as forecasted
• Attend and actively contribute to trade shows — ensuring customers or potential customers are participating in company marketing efforts while applying knowledge of best practices, market trends, and customer business and technical needs to pursue opportunities for company expansion and integration
• Take proactive measures to streamline and continuously improve account management and the sales process — collaborating with all available company resources to develop and maintain pipeline while partnering across teams to optimize the end-to-end sales experience

Skills

• Associate's degree or equivalent experience — with demonstrated experience as an Account Manager and knowledge of sales in a relevant technology solution or assigned industry
• Proficiency in opportunity management and account planning tools — with strong ability to develop comprehensive sales plans, manage pipeline, and deliver accurate real-time sales forecasting
• Strong ability to establish rapport and gain the trust of others — with good oral and written communication skills that demonstrate a professional demeanor and the ability to interact with discretion and tact
• Highly organized and experienced at successfully multi-tasking — self-motivated with the ability to manage work independently to completion while maintaining strong collaboration skills within a team and across functions
• Good negotiating and influencing skills — with the ability to engage internal leadership to support negotiation and contracting processes and close deals on time as forecasted
• Up to 50% travel time required
• Demonstrated knowledge of market trends, best practices, and customer business and technical needs — with a track record of identifying and pursuing opportunities for company expansion and integration
• Experience collaborating with sales solution engineers to develop and deliver software demonstrations — with the ability to actively contribute to the demonstration process and engage specialist resources to advance opportunities
• Experience assisting with RFP responses — including determining viability, influencing the development of the response, and supporting the closing plan through negotiation and contracting
• Experience attending and contributing to trade shows and industry events — with the ability to ensure customers and potential customers are engaged in company marketing efforts
• Experience recording and maintaining accurate customer account information in a CRM platform — with a track record of documenting opportunities, commitments, and meaningful activity to support pipeline management and forecast accuracy

Qualifications

Must Haves

• Associate's degree or equivalent experience — with demonstrated experience as an Account Manager and knowledge of sales in a relevant technology solution or assigned industry
• Proficiency in opportunity management and account planning tools — with strong ability to develop comprehensive sales plans, manage pipeline, and deliver accurate real-time sales forecasting
• Strong ability to establish rapport and gain the trust of others — with good oral and written communication skills that demonstrate a professional demeanor and the ability to interact with discretion and tact
• Highly organized and experienced at successfully multi-tasking — self-motivated with the ability to manage work independently to completion while maintaining strong collaboration skills within a team and across functions
• Good negotiating and influencing skills — with the ability to engage internal leadership to support negotiation and contracting processes and close deals on time as forecasted
• up to 50% travel time required

Nice to Haves

• Demonstrated knowledge of market trends, best practices, and customer business and technical needs — with a track record of identifying and pursuing opportunities for company expansion and integration
• Experience collaborating with sales solution engineers to develop and deliver software demonstrations — with the ability to actively contribute to the demonstration process and engage specialist resources to advance opportunities
• Experience assisting with RFP responses — including determining viability, influencing the development of the response, and supporting the closing plan through negotiation and contracting
• Experience attending and contributing to trade shows and industry events — with the ability to ensure customers and potential customers are engaged in company marketing efforts
• Experience recording and maintaining accurate customer account information in a CRM platform — with a track record of documenting opportunities, commitments, and meaningful activity to support pipeline management and forecast accuracy

Benefits

• Remote work arrangement
• Career development resources
• Wellbeing programs
• Innovation practices
• Support for employee initiatives and giving campaigns