Sr. Account Executive

GENERAL DESCRIPTION: 
 
The Senior Account Executive is responsible for delivering sales results within his/her assigned geography. This individual will leverage INAP services to attain his/her assigned Business Unit sales quota including: Cloud (Agile), or Managed Hosting, Colocation, IP Services, and CDN. A successful Sr. AE has exceptional organizational skills; written and verbal communication skills; a demonstrated ability to multi-task; and strong desire to prospect and close New Logo business. He/she is a high-intensity, ‘hunter’ with a demonstrated track record of aggressively building a funnel and translating opportunities into orders. Industry related selling experience and/or technical competency are strongly preferred.  
 
 
SPECIFIC RESPONSIBILITIES:
 
Include, but are not limited to the following:
·       Complete all company required training, but pro-actively seek and obtain the knowledge/capabilities to enable sales success in your market.
·       Understand and articulate (orally, written, PowerPoint presentation) the company value proposition into specific customer benefits
·       Build the sales funnel:
Ø “Cold” lead development – telesales, hosted industry events (open-houses, product demos, etc), cold-calling, follow-up marketing lead generated opportunities, etc.
Ø “Warm” lead development – existing account expansion, RFP response, former account recovery, etc.
·       Meet/exceed sales quotas
·       Identify and develop partners to accelerate sales (agents, datacenter partners, VARs, resellers, etc)
·       Attend training on sales techniques, technology, presentation skills.
·       Develop familiarity with Salesforce.com and utilize as basis for: contact management database, sales opportunity tracking, sales forecast and report generation.
 
QUALIFICATIONS/EXPERIENCE:
 
·       BA/BS degree required or Associates Degree with 5+ years of relevant work and industry experience.
·       MBA Desired.
·       5 yrs+ outside sales experience with consistent > 100% quota attainment.
·       Preferred outside sales experience in IT, Public or private cloud services, hosting and/or colocation.
·       Success translating customer goals into a sales strategy to support revenue achievement
 
KEY Knowledge, Skills, Abilities
·       Knowledge of financial models to ensure opportunity meets INAP goals and targets
·       Ability to solve problems quickly and completely.
·       Ability to overcome customers’ objections, and qualify opportunities.
·       Effective stand up presentation skills
·       Effective listening skills.
·       Excellent written and electronic communication skills.
·       Maintains professional appearance and demeanor.
·       Ability to work collaboratively with all departments on sales issues.
·       Demonstrates high standards of ethical conduct.
·       Self starter with positive, optimistic attitude.
·       Ability to develop an effective sales call plan.
 

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