About the Role
Title: Major Account Executive/Enterprise Sales, North America (Eastern)
Location: Remote Remote US
Job Description:
Who we are:
M-Files is the leading platform for knowledge work automation. With the M-Files platform, knowledge workers can find information faster, work smarter, and achieve more. M-Files features an innovative metadata-driven architecture, embedded workflow engine, and advanced artificial intelligence. This enables customers to eliminate information chaos, improve process efficiency, and automate security and compliance.
We help knowledge workers to work smarter.
Summary of the role:
As an Account Executive (Major Accounts), you will play a critical role in driving our success. You will need to grasp the fundamentals of the M-Files Intelligent Information Management Solution, have an engaging, entrepreneurial personality and professional approach that will enable you to connect with prospective customers, evaluate their needs and communicate how M-Files will improve their business.
In addition to net new accounts, you will also focus on selling add-on products, additional licenses, and services to M-Files existing customers. You will serve as a product expert and trusted advisor to your customers to provide value.
What you will be doing/Responsibilities and Duties:
- Prospecting new accounts and educating existing customers on new functionality
- Working with existing customers daily
- Developing and maintaining relationships with key decision makers in designated customer base
- Assessing a prospect’s complex, technical document management/business process needs and developing a comprehensive solution with M-Files Intelligent Information Management Software
- Qualifying potential customers
- Generating proposal agreements
- Negotiating complex sales cycle to close
- Calling upon existing network of contacts that are prospects for M-Files.
- Ability to travel to onsite meetings as needed
Territory Coverage
- CT, IL, NY, OH, PA
Requirements
Who you are/Qualifications and Skills:
- Bachelor’s degree or equivalent sales experience
- 5+ years of Full Cycle SaaS sales experience along with the ability to conduct professional, persuasive remote or onsite meetings with software demonstrations
- Proven work ethic and ability to effectively build and manage a sales pipeline
- Proven ability to communicate and demo product strengths and benefits with excellent verbal and written communication skills
- Ability to listen to the customer and translate their needs into actionable pre-sales tasks and new business proposals
- Ability to overcome objections and challenges
- Experience using a Customer Relationship Management (CRM) system (ie. Salesforce.com)
- Working knowledge of Windows-based environments and Microsoft Office applications
- Experience in solution selling, document and content management systems is a plus