Sr Inside Account Executive SLED

About the Role

Our world-class sales and sales support teams work directly with businesses of all sizes to offer products and services that meet our customers’ unique needs. We are committed to understanding our customers and use best-in-class sales tools and technology to find the best solutions. This strategic selling position focuses on driving account growth and profitability for Complex ($35k–$175k) customers by securing incremental and renewal contractual commitments from Economic Buying Influences (EBIs) and Technical Buying Influences (TBIs) across all product categories. You will engage contacts daily via phone, video, and digital tools, partner with field teams to penetrate accounts, and collaborate with customer experience teams to add value throughout the purchasing process.

Responsibilities

• Manage an average of 100 accounts with an average revenue responsibility of $16M.
• Profitably grow your book of business by hunting programmatic and all opportunities across the full account hierarchy (site, end-user, etc.).
• Partner with Outside Developers to drive sales through program compliance at all account sites.
• Utilize prescribed selling tools (e.g., Prioritized Insights, Tenfold, SFDC) to prioritize activities, drive efficiency, and document customer engagement.
• Collaborate with category experts and customer support teams to execute account plans and best serve customers.
• Work with the Revenue Management Team on discretionary pricing decisions and pass business process improvements (BPIs) based on contract language.
• Exhibit high-level business acumen and sales methodologies to uncover incremental opportunities and understand the competitive landscape.
• Support product selection and standardization of Staples product assortments by leveraging expertise in customer industry buying processes.
• Implement and ramp wins to drive compliance with new and existing programs.
• Engage the Customer Service Center (CSC) team to manage customer experience and complete maintenance requests.
• Establish and maintain relationships with senior executive team members within your customer base.

State, Local & Education experience is beneficial but not required.

Requirements

• Strong drive and desire to win, with an aversion to complacency.
• Proven ability to view rejection as a learning opportunity and double down on next best actions.
• Experience and track record in managing programs or business development.
• Ability to interface at the customer’s most senior levels.
• Consultative selling, solutions selling, insight selling, negotiation, and advanced client management skills.
• Ability to set targets, design customer growth plans, and collaborate with product category sales teams.
• Strong business, financial, operations, and technology acumen.
• Ability to analyze customer data, business trends, and industry trends to create tailored solutions based on the Staples value proposition.
• Ability to function independently with minimal daily supervision.
• Adaptability to change and strong negotiation skills.

Qualifications

Basic Qualifications

• Experience and proven track record in managing programs or business development.
• Solid knowledge of office supplies, including facility and breakroom products, technology, business furniture, print, and promotional products.
• Proficiency in Microsoft Office and other basic software tools.
• Ability to develop and deliver presentations virtually.
• Strong ability to design strategic customer growth plans and work with product category sales teams.
• Ability to analyze customer data, business trends, and industry trends to create tailored solutions.
• Ability to function independently with minimal daily supervision.

Preferred Qualifications

• Bachelor’s degree.
• Experience working cross-functionally in a medium-to-large, complex company.
• Prior account management and prospecting experience.
• Responsibility for a sales budget and a track record of exceeding quota.
• Experience managing complex deal shaping from start to finish.
• Experience working with government and education cooperatives.
• Experience with business-to-business sales processes.
• Responsibility for retaining and growing accounts.

Benefits

• Inclusive culture with associate-led Business Resource Groups.
• Flexible PTO (22 days) and 7 observed paid holidays.
• Online and retail discounts.
• Company-matched 401(k).
• Physical and mental health wellness programs.

Pay

The salary range represents the expected compensation for this role at the time of posting. The specific base pay may be influenced by factors such as candidate experience, skill set, education, geography, business considerations, and internal equity. This role may also be eligible for bonuses or other forms of variable compensation.