Account Executive

Join IAR Systems, a global industry-leading technology company.

Location: Marlborough, Massachusetts

About the role

At IAR Systems we work with customers from all over the world. As an Account Executive, you will build relationships with prospects, grow existing customer relationships and partnerships within your assigned territory. The focus of your role is to drive new business and increase revenue and market share. This role will encompass ownership of the full sales cycle to include identifying revenue growth opportunities, building relationships with key stakeholders, complex negotiation, completing post sale customer reviews and managing ongoing relationships. Being an Account Executive means that you partner with our field application engineers who support with technical aspect in sales. Together we strive to build lasting relationships that bring value to our customers in a friendly and professional manner. The expectations of an Account Executive include, but are not limited to, the following functional activities:

Main tasks

  • Responsible for new customer acquisition and driving new revenue for your territory while exceeding quota and maintaining the highest level of customer satisfaction.

  • Manage accounts proactively and focus on selling the products and solutions that meet the customers’ needs and requirements., Uncover, and develop new account opportunities utilizing solution-selling and value-selling techniques to effectively guide sales process to close.

  • Ownership of the full sales cycle to include Identifying revenue growth opportunities, building relationships with key stakeholders, complex negotiation and completing post sale customer review. And managing ongoing relationships

  • Proactive territory management, prospecting and “trailblazing”

  • Communicate and coordinate/raise issues appropriately including billing, legal, security, onboarding, and technical inquiries

  • Prepare and educate customers on new features and releases

  • Provide recommendations based on customer's business needs and usage pattern

  • Conduct periodic customer health-checks with an emphasis on customer happiness

  • Serve as the voice of the customer and collect feedback to drive continuous improvement across all areas including product.

  • Building credibility and trust while influencing buying decisions.

  • Uncovering business initiatives and challenges to map back our solutions across multiple lines of business.

  • Creating demand by uncovering business problems and matching them to our solution

To succeed in the role we see that you have

  • Self-reliance and the ability to work without close supervision

  • Being comfortable with a fast-paced, always-on, highly ambiguous environment

  • 3-5+ years of B2B sales experience, preferably software

  • Worked for and/or sold into Software,

  • Experience selling directly into complex enterprise environments

  • Excellent written and verbal communication skills exhibited with internal and external clients.

  • Ability to understand new products and technology with the ability to articulate their strategic value-add.

  • Excellent presentation skills in person and virtually.

  • Strong time management skills

  • Exceed quarterly and annual software and services sales quotas

We see it as a plus if you have

  • Track record of sales in cold calling and emailing are highly desirable
  • Experiences in service and relationship building are highly desirable
  • Experience from the embedded market
  • Knowledge of software license sales
  • Account planning skills for large company
  • Ability to use Salesforce
  • Strong desire to be a key player in a winning team

Who are we?

Being apart of the IAR Systems team you will get to be part of a multi-cultural and global business in a fast-growing industry. We are welcoming, open to new ideas, and take pride in our achievements. We work together as a team, in each specific office as well as globally. We are problem-solvers and take on new challenges with excitement and energy. This is why we will place great emphasis on your personal qualities and their alignment with our values.

Interested in this position?

We recommend that you submit your application immediately as we make a continuous selection. Please specify "Account Executive" in subject line. Thank you for applying!

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