About CVM

Careers

Senior Account Executive – West Region (Northern CA)

Position Overview:

The Sr. Account Executive is a primary contributor to CVM Solutions’ overall growth and profitability. The Sr. AE is responsible for driving revenue growth by building and managing long-term client relationships. The role requires a strong focus on new business development, in addition to, up-selling to existing clients and securing contract renewals. This will be achieved through sound account planning, prospecting to identify high quality clients, qualifying and developing assigned accounts in a given geographic territory, understanding clients business environment, educating clients on product offerings and identifying ways the company can assist clients in solving business problems.

Primary Responsibilities:

Business Development – Creates and leverages business opportunities;

Develops and executes sales plans and coordinates sales efforts to achieve revenue targets.
Meets or exceeds defined sales quota through strategic account planning, networking and use of company resources.
Partners with Marketing in planning and executing sales initiatives; actively participates in marketing events for lead generation (industry trade shows, professional associations, etc…)
Assists Marketing and Product Management in identifying optimal solutions for target markets; provides strategic input into the content for key client presentations.

Account Management – Builds client relationships: maximizes CVM’s revenue and profitability potential by up-selling to existing clients, driving renewal revenue and ensuring client satisfaction;

Manages and grows portfolio of existing CVM clients by up-selling new revenue and raising awareness of the company’s broader solutions.
Drives revenue by securing contract renewals within existing client base.
Involvement in kickoff meetings, major milestone meetings, and opportunistic participation where senior client buyers are present.

Sales Leadership – Strategic sales approach, creates value for clients and adds to the company’s capabilities and reputation;

Maintains thorough understanding of CVM’s product offerings and tailoring its presentation to meet the needs of different types of organizations.
Assists clients in developing the business case and value proposition for proposed solutions.
Collaborates with Client Services Team and Executive Leadership Team in executing the company’s sales process including proposal development.
Tracks and maintains all prospect and client activity in Salesforce.com.

People Development – Contributes to the growth, development and positive experience of sales team.

Qualifications:

BA/BS Degree or equivalent business experience.
8-12 years industry related sales experience. Preferred knowledge of Supplier Management Solutions (Enterprise Technology and Enterprise Data).
Proven track record of generating revenue and building a pipeline of prospects.
Demonstrated success in selling into large companies.
Portfolio of relationships with customer decision makers within Procurement/ Purchasing/Sourcing, or potential to develop them.
Strong foundation for strategic and tactical selling of a solution sale.
Excellent presentation and negotiation skills.
Motivated to advance growth in an entrepreneurial, rapidly growing environment.