Account Executive-Software Sales

LOCATIONS: Phoenix, AZ; Denver, CO; Huntington Beach, CA; or San Ramon, CAThe Software Sales Account Executive provides software sales focus to new and existing accounts working as an overlay representative to the core SAS sales team. Through prospecting, lead followup and existing software customers, the SSAE discovers critical business issues driving software requirements. The SSAE has an ability to understand the big picture and successfully positions solution strategies, product demonstrations and presentations appropriately. The SSAE works with other Software team members and Sales Support and must be able to give a hands-on demo of the software suite. Is responsible for a specific geographic territory and has established personal and team goals to meet on a monthly, quarterly and annual basis. Gathers competitive data from the client landscape and crafts product positioning with Product Marketing.Direct responsibility for the identification, contact, qualification and development of viable new/existing accounts for SAS software products and services within a geographic area to meet a specific sales target
Manage the prospecting development, reporting and execution for software accounts
Manage the communication and internal coordination of SunGard sales support infrastructure: sales, support, Operations, Legal, Contract Admin and executive team to insure customer education and satisfaction
Manage the on-going need to understand inter-related technologies that exist and keep current on new options as the business technologies expand and change
Responsible for the development, execution and delivery of quality solution focused client presentations
Responsible for the initiation, arrangement and attendance for software product demonstrations as needed
Assist with the successful seamless transition of clients from new sales to strategic/new sales management team
Develop and maintain strong relationships with clients throughout the sales cycle
Maintains knowledge required for detailed product demonstration and customized presentations
Can position product in a feature, function, benefit to customer needs
Persuade customer to make a decision/recommendation for SunGard’s product
Positions sales support & SAS Sales in determining correct product approach from prospecting to closing
Provide customer with technical product advice during pre-sales activities, reviews same with team
Software knowledge transfer/positioning sessions with new hires within assigned territories (AE’s, SME’s and SSE’s)
Assist with RFP responses
Participate in trade show and other product events
Gather product enhancements requests and provide formal feedback to marketing and development
Gather competitive strategies and prepare effective counterstrikes.
Maintain a client reference database for softwareNature and Scope:
Ability to communicate effectively with team, gathering and giving information as needed.
Ability to work closely with field sales management and consulting to drive the SAS continuum with all clients
Effective at ascertaining client critical business issues and matching needs with our software products/services, and devising strategy with prospects and clients
Ability to develop rapport and a relationship with people of diverse personalities, backgrounds and job descriptions
The tasks require patience and flexibility to respond to a dynamic work environment where technical requirements analysis and qualification of accounts are ongoing
This job requires up to 50% overnight travel
REQUIREMENTS
Knowledge and Skill RequirementsThe incumbent should have the following business and technical experience:Educational Requirements:
College Degree; H.S. Diploma/GED and/or equivalent work experience requiredBusiness Experience:
The successful candidate will have five years proven track record of selling software within a large technical account environment: proven expertise in application software, consulting and hardware/software solution sales highly preferred
Exceptional ability to motivate and influence key contacts and decision makers required with strong presentation preparation and delivery skills
Proven talent for making effective cold calls to target companies
Proven expertise to develop relationships from a cold call or networking activity
Proven ability to listen, extrapolate information and leverage resources to effectively provide solutions to customer needs
Excellent ability to communicate at all levels within an organization required with strong presentation skills
Ability to effectively learn technical products, services and solutions and readily apply new knowledge required
Proficiency in Windows based applications (WORD, EXCEL and Power Point) highly preferred, understanding of database structure required
Previous Business Continuity planning concepts a plusOther Skills:
"Creditworthiness" and ability to use a personal credit card for all reimbursable expenses is required
Demonstrate customer focus by meeting and continuously exceeding customer expectations
Teamwork and interpersonal savvy are critical for the position because of the various external and internal interfaces within the organization
Stay focused and persistent to introduce SunGard products and technologies to target accounts with incumbent competitive products
Excellent time management skills with ability to handle pressure and prioritize under stress while meeting all client and team deadlines
Ability to work with minimal supervision to meet individual and team goals
Strong analytical (able to verbalize needs assessment and requirements definition) and strong creative design problem solving skills
Capable of communicating technical issues to business people, and business issues to technical peopleSUNGARD IS AN EQUAL OPPORTUNITY EMPLOYER, M/F/D/V
Please apply online at www.sungard.apply2jobs.com