Territory Account Executive (Illinois)

Responsibilities

• Services existing clients in territory and generate new customer relationships through the sale of NWN's key offerings within a specific geography or vertical market.
• Meet or exceed the assigned annual quota (typically between $500K - $1M).
• Participate in business development/demand generation activities to support customer growth.
• Follow NWN's core selling models and tools, consistently use techniques and processes learned in our Force Management training and follow the MEDDICC methodologies for field sales.
• Research accounts/prospects to gain an understanding of the business/organization function, their target customers/markets, how they transact business, key decision makers, existing VAR relationships, key financial metrics, and the information technology budget.
• Represent NWN in a professional and highly ethical manner at all times.
• Develop relationships with focus manufacturer representatives covering the assigned territory or vertical.
• Develop relationships with multiple decision makers within accounts, especially at the C level Suites.
• Gain an understanding of the information technology strategy of assigned accounts, key projects for the current and upcoming years.
• Consistently and effectively, communicate NWN's value proposition to key stakeholders within assigned accounts.
• Introduce NWN content experts (Solution Architects, Offering Leaders, Offering Technical Leads and Executives) to key stakeholders within your assigned accounts.
• Practice the concept of "none of us is as smart as all of us."
• Understand and stay current with partner registration programs and incentives.
• Utilize the company’s CRM tool and prospecting tools as directed by sales management.
• Maintain consistent contact with all assigned accounts.
• Build a personal brand within the territory.
• Able to grow business from a standing start.
• Cold calling into the assigned territory/market to find new customers and projects.
• Work with internal and external resources to develop and sell new our solutions.
• Work with pre-sales to develop proposals and statements of work to sell NWN solutions.
• Forecast business regularly and accurately and regular using the company CRM tool.

Qualifications

• 2+ years of solution based selling - products and / or services.
• Outside sales experience with direct end-user accounts.
• 2+ years proven success in selling technology or related projects in a territory based assignment.
• Understanding of key technology solutions.
• Working knowledge and/or the ability to quickly assimilate and reliably use NWN's core selling models and tools, specifically SalesForce platforms, MEDDICC selling methodology and fundamental skills learned in our Force Management sales process training.
• Demonstratable experience in a “Sales Hunter” role where attaining quota or growth targets is highly dependent on gaining new business.
• Bachelor’s degree or equivalent and relevant work experience is required.
• Understanding of key technology offerings.
• Demonstrated resiliency and personal drive to succeed.
• Ability to learn and adapt quickly.