Jobs and Careers

Senior Sales Executive

United States, United Statesfull_timeVerifiedPosted 26 Aug 2024

About the role

At 3Pillar, we’re a modern application strategy, design & engineering firm. We possess and continually advance an unrivaled capability at the intersection of product engineering and cognitive computing. We bring this unique expertise to clients who require it to execute strategic software development initiatives needed to compete in today’s digital economy. Our passion for products has gained us recognition in some of software’s most innovative spaces, including a spot on the Inc. 5000 list ten times, an Institute of Excellence in Sales (IES) Premier Sales Employer winner, a three-time winner of the Washington Post Top Workplaces Award, and notable features in Forbes, Fortune, and the Washington Business Journal.
We work with clients to build incredible innovative products they bring to market, integrate Data and AI capabilities, or modernize their platforms and applications. Our key differentiators are our Product Mindset™, our 3Pillar Innovation Labs, and our Lightwave™ Methodology. Our development teams focus on building for outcomes and all of our team members around the globe are trained on the Product Mindset’s core values – Minimize Time to Value, Solve for Need, and Excel at Change. Our business-minded approach to agile development ensures that we align to client goals from the earliest conceptual stages through market launch and beyond.
We Want You:We are looking for senior solution sales professionals with a proven track record of success who are able to open new doors through existing relationships as well as create and cultivate new CxO and SLT relationships within assigned target accounts. You love to build rapport with new prospects, understand what drives their needs, and ensure 3Pillar proposed solutions result in a win-win. You are able to drive business conversations that focus on outcomes and help clients build business cases that realize those outcomes. You connect, network, build relationships, and are an ambassador of our brand. Your focus will be building a healthy qualified pipeline and closing new economic buyers within new client opportunities.

RESPONSIBILITIES

Portfolio Alignment: You will focus on accounts in an industry or geographical based portfolio and primarily drive new business with new clients. You will be responsible to deliver a minimum of $4M+ of new business annually. You will be asked to work closely with Engagement Directors on existing accounts to drive conversations with new economic buyers. You will report to the SVP of Sales and be measured on opportunity pipeline and sales bookings. Sales bookings will drive your variable compensation plan.
Drive Prospecting Activity: Allocate time daily to build relationships with new greenfield prospects and existing clients. Generate your own leads through cold calling, blitzing, research, networking, and any other means necessary, driving your territory as aligned to portfolio. Use prospecting tools effectively, including phone, email, sales automation tools, LinkedIn, etc. Leverage prospecting techniques to increase the number of conversations. Achieve meetings with prospects - working hard to create and establish connections, and regularly “get to yes” when asking to meet with new prospects. You are fearless in asking your network and clients for references and introductions.
Engage as a Trusted Advisor and Thought Leader: You build strong executive relationships with clients and are responsible for providing insight about how 3Pillar Global can help them drive and improve their business outcomes. Aligned to your matrixed portfolio, provide industry thought leadership and perspective to clients that establish you as the go-to partner to discuss how they achieve their business goals. Collaborate with partners in our Industry Portfolios and Product Development to represent the best of 3Pillar Global to prospects and clients, advocating internally and externally.
Build and Grow Pipeline: Quickly identify and prioritize quality potential new clients by developing meetings into identified pipeline. Clearly articulate the needs of the prospect/client, build trust with them and position our team to propose how we can work to solve that need. Consistently build and refresh the pipeline by qualifying deals through each stage of the sales cycle. Field inbound leads with the ability to quickly identify and reach decision makers. Navigate internal political structures in a way that results in introductions and opportunities to connect with key decision makers.
Qualify Deals: Accurately pinpoint prospect/client needs, exercising exceptional judgment in asking the right questions, creating and presenting sound business hypotheses, exhibiting genuine curiosity, and ultimately building a solid understanding of what your client wants and what they don’t.