Account Executive

About the Role

LRS is seeking an Account Executive to sell top-tier Enterprise Output Management (EOM) software to Fortune 2000 companies using both inside and outside sales methods. Our EOM solutions streamline the distribution of output across applications, desktops, and mobile devices, reducing total costs for critical document delivery.

The ideal candidate should be located in the Dallas, TX area and will travel a minimum of 30 percent of the time within their assigned territory. Compensation consists of a base salary plus a commission plan.

Responsibilities

• Attain and exceed a sales quota within a specific geography.
• Establish and maintain a sales pipeline.
• Foster relationships with partners and prospects.
• Prospect within assigned accounts using top-down selling techniques to identify key decision makers.
• Schedule and conduct face-to-face appointments with decision makers and project groups.
• Collaborate with technical pre-sales engineering personnel to assess prospective accounts’ IT landscapes and output management environments.
• Prepare and present compelling value propositions with supporting business cases.
• Gain prospect commitment to evaluate LRS products.
• Propose LRS solutions and assist customers in justifying acquisitions.
• Build ongoing relationships with key decision makers to expand future revenue opportunities.
• Make an average of 100 calls per week to key decision makers.
• Deliver EOM presentations and product demonstrations.
• Maintain accurate sales records in the LRS CRM system and review account status monthly with your sales manager and quarterly with senior management.

Requirements

• Minimum of 3 years’ experience selling enterprise software solutions or technology services to mid-market and large-size companies.
• At least 50% of your last five years' sales experience must have been in an individual contributor sales role.
• Experience selling into the healthcare industry is a plus.
• Strong technical sales aptitude; understanding of computing and computer network concepts is required.
• Proven experience in learning and utilizing CRM systems.
• A track record of consistently exceeding sales quotas.
• Experience building relationships with field-based application partners, printer hardware vendors, and MPS provider personnel is beneficial.
• Permanent authorization to work in the USA for any employer; no visa sponsorship is available.

Performance Objectives

• Achieve and exceed revenue goals outlined in your sales plan.
• Understand and discuss the EOM top-down sales methodology within three weeks.
• Maintain monthly contact with assigned accounts and key decision makers to expand sales opportunities.
• Develop new customer relationships through proactive outreach.
• Enhance presentation and demonstration skills for EOM solutions.

Success Keys

Success will be measured by your ability to close sales and achieve your sales quota. Proficiency in top-down selling techniques with senior technical managers (e.g., CIOs) is critical. Accurate and up-to-date record-keeping in the Dynamics CRM system is required.

Organization Structure

The EOM Division at LRS comprises over 150 employees, divided between sales/marketing and software development/support. The sales and marketing group includes approximately 80 employees in the USA and 50 internationally. You will report directly to the Sales Manager for your region.

Pay

The compensation range is $130k - $150k in the first year, including base salary, draw, and on-target earnings.