Sales Account Executive - Digital Professional Services

As a Sales Account Executive/Director – Digital Professional Services for Xerago, your primary focus will be on driving new professional services business within a defined set of accounts. This quota-carrying role will be responsible for proactively identifying and nurturing new opportunities, establishing and maintain new strategic relationships with new prospects or existing customers, with the ultimate goal of closing new business.  This role will interact strategically with the Xerago services sales support teams and broader Xerago solutions and delivery ecosystem. 

Key Responsibilities:

• Drive net new specific professional services sales in assigned accounts by identifying and closing professional services engagements through professional services upsells/cross sells and new service offerings. 
• Develop, manage, and maintain an active pipeline with adequate opportunity coverage to forecast closed sales to consistently meet or exceed quarterly and annual quota objectives.
• Provide defined and continuous hygiene, transparency, and visibility into an accurate holistic pipeline and manage it effectively within Xerago’s CRM.
• Own the end-to-end accountability for driving the RFQ/RFP (as applicable), proposal, negotiation, contracting, and approval processes, internally and within customer.
• Follow up on leads generated by Xerago marketing and analytics, leveraging them to develop pipeline.
• Quickly develop strong, positive relationships with new and existing customers by understanding their needs and business objectives. Fulfill the role of trusted advisor through their ability to leverage the extended Xerago team to develop strategic opportunities with our customers.
• Work with customer to develop a compelling proposal, targeted recommendations, and mutual plan for how Xerago can help them achieve their goals to drive maximum impact from their digital investments.
• Accountable for developing an annual account plan to support annual quota objectives.  Use internal/external tools, network, and ecosystem to research company, industry, and associated people to uncover business objectives and identify transformational opportunities. Use professional network to get access to the full buying committee and purchase processes.

Requirements

• 5+ years of direct professional services or marketing technology sales experience with a successful history of achieving or surpassing individual quotas.
• Bachelor’s degree with a preferred MBA
• Possess a deep understanding of marketing technology and operations industry trends, business practices, and competitive landscape.
• Maintains a working knowledge of the complete capabilities of marketing technologies supported by Xerago inclusive of Acquia, Acoustic, Adobe, IBM, Salesforce, and Unica to develop and represent compelling use cases that drive value.
• Demonstrate the ability to develop and communicate a compelling value-based vision that resonates with customers based on their business priorities, highlighting the value of Xerago's capabilities and solutions.
• Exhibit passion and energy both externally with customers and internally with cross-functional teams with strong collaborative approach.
• Demonstrate a high degree of self-motivation to work effectively as an individual and as part of a team.
• Exhibit a strong attention to detail with effective planning and time management skills.
• Excellent team building, verbal, and written communication skills
• Strong executive presence and presentation expertise.
• Expert networking skills to find key points of contact and gain insight to a company’s objective.