Sr Sales Account Executive

Job Purpose  

The Sales Account Executive responsibilities include account and territory planning, prospecting, qualifying, selling, and closing new business into large prospects and into large installed accounts within their Northwest territory.  Tungsten Automation software enables organizations to Work Like Tomorrow™—today. The Sales Account Executive will be responsible for selling Tungsten Automation’s Document Automation Security (DAS) product portfolio. The DAS business has a channel sales model consisting of MFD manufacturers, dealers, value added distributors and resellers. DAS has the ability to sell directly to the end customer where needed. The DAS portfolio is integrated into the Intelligent Automation platform.  The Intelligent Automation software platform, which is unique in the marketplace, helps organizations transform information-intensive business processes, reduce manual work and errors, minimize costs, and improve customer engagement.  The Sales Account Executive will develop, manage and execute sales plans focused on achieving revenue goals consistently on a quarterly and annual basis through a proven solution selling methodology.  

Key Responsibilities  

The Sales Account Executive duties and responsibilities include:   

• Identify, qualify, orchestrate and close new business within the assigned territory leveraging compelling return on investment that the Tungsten Automation solution provides 
• Development of new accounts and expansion of existing accounts within the distribution or retail sales channel   
• Work closely with our Lead Generation Team, Inside Sales Team, and Sales Engineer resources to create and manage a strong pipeline of new business, while creating awareness and demand for our products in both existing customers and prospects 
• Effectively manage multiple concurrent sales cycles effectively 
• Understand and articulate the value of the Tungsten Automation DAS solutions to VP and C-level audiences which align to the prospect's strategic objectives  
• Establish and maintain strong and referenceable relationships with our existing partners and end users 
• Qualify and forecast deals accurately and consistently 
• Develop and execute field marketing activities to drive pipeline growth 
• Grow and maintain a deep and wide set of contacts across all lines of business within each target account 
• Actively work with internal teams to perform all the necessary steps for effective prospecting and qualification.  The Sr. Sales Account Executive is expected to create a pipe no less than 4X of their license quota 
• Work very closely with Tungsten Automation’s list of partners to jointly engage in prospecting, qualifying, calls or visits according to strategic account mapping plans with the Partners     
• Perform regular housekeeping activities to ensure that the CRM system is always clean and up to date, in accordance with Management’s guidelines  

• A minimum of 7–10 years of successful sales experience with selling enterprise software & service solutions to high-level executives  
• Demonstrated ability to exceed individual quarterly and annual quotas consistently 
• Proven success in positioning and selling solutions that align with customers' strategic objectives 
• Recognition of underlining operational objectives and requirements. 
• Experience leading 3rd party sales teams to sell your product 
• Excellent communication and presentation skills 
• Demonstrated ability to engage with key personnel within channel partners 
• Must have strong intellectual skills, a high level of enthusiasm, strong integrity and be very excited about providing excellent solutions to world-class customers  
• Successful selling experience with any or all RPA, cognitive capture, process orchestration, mobility and engagement, and analytics technologies is strongly preferred   
• Ability to consistently close deals through effective negotiations and deal management 
• Outstanding organizational and qualification skills to ensure top priorities are consistently being pursued 
• Strategic sales training, solution selling and/or process-oriented sales approach 
• Hunter-type personality combined with boardroom presence and presentation skills 
• Strong work ethic, with a commitment to long-term success 
• Team oriented 
• Entrepreneurial  
• BS/BA or equivalent is required, MBA preferred 
• Ability to travel up to 75%  

Tungsten Automation is an Equal Opportunity Employer M/F/Disability/Vets  

While the job description describes what is anticipated as the requirements of the position, the job requirements are subject to change based upon any changing needs and requirements of the business. 

The base salary range for this role, across the US is $113,000 - $140,000.  Your actual base pay within this range will be determined by your work location as well as skills, qualifications, experience, and relevant education/training. The range provided reflects only the base salary for the role and does not include benefits.