Account Executive SaaS Manufacturing Solutions

Position Summary

We are looking for an experienced, energetic Account Executive with experience in Manufacturing. The ideal candidate will reside on the East Coast or Midwest.

Duties and Responsibilities

• Promote Lectra’s vision and increase the awareness of our brands on the market through regular visits to accounts
• Define a plan by accounts assigned to optimize the revenues potential: key contact definition, key figures, overall strategy and organization of the customer, detailed action plan for developing the account, setting up priorities to maximize the value of the portfolio, etc.
• Apply consultative and Challenger selling methodologies to identify and drive qualified opportunities
• Ensure the solution proposed is adequate to customers’ needs and that they are satisfied
• Understand our customers strategy and anticipate their challenges
• Create engagement, generate 4.0 needs and expand opportunities to identify and uncover unknown
• Apply MEDDPICC qualification to ensure accurate forecasting
• Manage the cycle of high added value and technological sales, including industrial equipment, SW, delivery of services, training, consulting and recurrent maintenance contracts
• Opportunities detection (in cooperation with marketing), qualification and evaluation, by applying a consultative selling methodology
• Solution definition based on customer needs, presentations and demonstrations in close cooperation with Presales Team to promote and demonstrate the added value of Lectra’s solutions
• Quotation, proposal drafting, negotiation and closing in compliance with Lectra’s standards terms and conditions of contract
• Achieve and exceed sales objectives by developing business and maintaining a constant pipeline of qualified deals built within accounts assigned

Profile

• At least 5 years of experience in direct and consultative sales of high added value solutions, preferably in High Technology / System Integration / Services / Saas / Manufacturing / Industrial Equipment / 4.0 Industry / IIOT / cutting room / CAD operations
• Experience and network in the Fashion industry will be appreciated but not mandatory
• Ability to hunt new opportunities and adaptability to new environments and skills
• Capacity to prioritize the most important actions on a short and mid-term perspective to optimize account coverage and maximize the value of the accounts assigned
• Experience in building customer value proposition approach and capacity to engage the customer in meaningful dialogue through consultative and challenger selling methodology
• Ability to understand customer strategy, ambition, challenges, processes, known and unknown needs and ultimately to build solutions with the customer
• Strong communication skills, diplomatic, tactful and adoption of a trusted advisor behavior
• Outstanding listening skills to understand objectives and desired outcomes of the customers
• Ability to convince a prospect to accept the offer and close a deal with minimal discounting
• Good command of MS Office (Power Point, Excel, etc.)
• Fluency in English is required

Travel

The position is remote in EST time zone, Midwest preferred. There will be 50% of travel to customer sites in the US and France (Paris/Bordeaux).