Strategic Account Executive - Retail Enterprise

Description

SPS Commerce is a leading provider of cloud-based supply chain management solutions, serving a global network of retail trading partners. We foster a collaborative and inclusive work environment where innovation and continuous improvement are highly valued. Join SPS Commerce and be part of a dynamic team that’s transforming the global retail supply chain!   

  

Position Summary:  

 

The Strategic Account Executive engages Fortune 200 Retailers, Distributors and Grocers to help them expand and streamline their business for a future state they may not fully embrace today, secure new business through targeted prospecting and demand creation efforts from a named Account List, develop and manage key executive-level relationships, and drive opportunities to closure.

 

Key Responsibilities:  

• Align with key business (non-IT) executives across Retailers, Distributors, and Grocers to educate and inform them of the solution SPS brings to the marketplace that improves Supply Chain Performance and addresses the five primary business problems impacting their business execution
• Develop and execute sales strategies in a highly complex and challenging environment
• Maintain focus on the long-term goal and persevere through challenges that arise
• Fluency across core retail supply chain processes including, order, inventory, and invoice management that ultimately impact sales, margin, operating expenses, and the customer experience
• Ongoing relationship management from initial contact through close and execution of the Supply Chain Relationship Management program and beyond working closely with the broader account team to operationalize the value to the customer and pulling in resources to significantly grow the business with Fortune 200 Retailers, Distributors and Grocers while meeting targeted sales goals
• Collaborate with internal teams, openly communicate all key account information, and gain support to ensure customer success
• Leverage SPS’ Supply Chain Relationship Management Service to solve unrealized problems and common mitigation activities
• Break into new business opportunities without the luxury of a well-known company name/product
• Contract development and negotiations of terms
• Create and deliver persuasive executive-level presentations that motivate clients to a purchase decision 

Location:  

• In this hybrid role, you will be required to work onsite from our Minneapolis office two days per week.     

Required Qualifications:  

• Bachelor’s degree or equivalent education and experience
• 8+ years of successful sales experience generated by one’s own hunting/ prospecting and selling complex service, technology or software solutions into new accounts aligning with the C-suite level
• Proven experience in new territory development with “roll-up-your-sleeves” mentality and a well-disciplined sales process with a tendency to look for and seize profitable business opportunities
• Must be a sales hunter and a relationship builder to meet the demands of this long and complex sales cycle
• Demonstrated success selling a new-to-market concept, acting as an evangelist for that solution
• Excellent oral, written, and presentation skills with the ability to communicate effectively at all levels of the organization
• Proven competence with Microsoft Office (e.g., Word, Excel, PowerPoint, Outlook) and a CRM, preferably Salesforce.com  

Preferred Qualifications:  

• Previous Retail and SaaS sales experience highly preferred, including selling into Tier 1/Tier 2 Retailers, Grocers, or Distributors at the C-Suite across a variety of business functions (e.g., Merchandising, E-Commerce, Supply Chain, Operations, Logistics, Finance).
• Demonstrated success at initiating, developing and maintaining key executive-level relationships within Fortune 200 retailers is highly preferred

What We Offer:   

At SPS Commerce, we are committed to ensuring that each employee's compensation reflects their unique experiences, performance, and skills in their role. SPS provides the annualized compensation target inclusive of base salary and annualized commission target for this role.  

The total annualized on-target compensation range for this role is: $205,000 - $255,000.   

SPS Commerce offers a comprehensive package of benefits including health, dental, vision, disability and life insurance, paid time-off, 401(k), health and flexible spending accounts, stock purchase plan and more. 

 

Commitment to our Employees: 

At SPS we power connections that drive the world of commerce forward, and