Senior Sales Executive, TIC

About the role

This position involves developing and executing a sales strategy to manage a portfolio of accounts, building relationships with customers, and selling UL products and services.

Responsibilities

• Interfaces with customers to promote and sell UL products and services.
• Uses technical credibility to build relationships with buyers and centers of influence.
• Drives the sales process from beginning to end, leveraging support from Sales Support Specialists and Inside Sales Executives when necessary.
• Manages customers to ensure renewal of services where applicable.
• Explores and develops opportunities to sell specialty product / services.
• Engages in discovery, opportunity identification, proposals, and closing for sales of core UL products and services.
• Leverages technical support (engineers) when customer has a qualified need.
• Creates pipeline of new logo prospects to supplement existing account activities, owning the new logo process through close of sale.
• Bridges gaps between sales and technical teams to bring in additional resources and delegate leadership of the sale to Technical Inside Sales Executives for highly technical or specialized products / services.
• Supports the development of GAM and SAM multi-year account plans in TIC by providing insight on area of specialization (specific product/ service).
• Works with the remaining account managers on discovery and opportunity identification for assigned specialty products / services.
• Works under minimal guidance of account managers (GAMs, SAMs) to seamlessly work with customers throughout the sales cycle.
• Provides expert input to SAM and GAM during account planning process on potential growth opportunities within assigned solution area.

Requirements

• Bachelor's and/or graduate degree in engineering or related field preferred.
• Proficient in MS Office (Word, PowerPoint, Excel, Outlook), and CRM software.
• Relevant technical capabilities related to assigned specialty product / service.
• 6+ years of related sales experience.
• Deep knowledge and experience with specialty product / services within assigned TIC portfolio.
• Proven ability to meet and exceed sales targets.
• Business acumen and deep understanding of business sales processes.