Join IAR Systems, a global industry-leading technology.
Location: Marlborough, Massachusetts
About the company
IAR Systems is a truly global company at the top of our industry, providing world-leading software for building embedded applications for more than 35 years. We supply the tools and services that make embedded systems development fast, efficient, and reliable, enabling our customers worldwide to deliver better products to their markets faster. Working with us, you will be part of a dedicated team of more than 200 employees worldwide, all proudly working together to provide the most competitive customer solutions. IAR Systems Group AB is listed on NASDAQ OMX Stockholm.
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:
As an Account Executive, you’ll be:
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
You’ll have a variation of these skills:
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
It is a bonus but not a requirement if you also bring any of the following:
- 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
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.
- Profitable Growth
We provide customer value through user friendliness, reliability, and quality. Through customer relationships and customer loyalty (above 95%) with a tailored business model, we generate more profit continuously.
- Shared Growth
The driving force behind IAR Systems’ results is employees, and the growth of people drives the growth of technology and innovation of services. We will share the world that IAR Systems has transformed with technology, we will share the technology and the growth stories of our employees, and work with our employee community.
The digital technology and IoT is driving market growth. This is the fundamental driving force behind the embedded market, and IAR Systems, the industry leader, is expanding rapidly with new and existing customer/partners segments. And with the introduction of new security solutions, the potential in the market is predicted higher. To actively establish close cooperation with the most important players in the market will create long-term customer value and a unique market position.
If you feel this maybe the right fit for you, please send us your application with cover letter and resume/CV to email@example.com. Please, indicate “Account Executive –“location” in the subject line.