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Sales Executive

3 months ago

Toronto, Ontario, Canada Energy Exemplar Full time
About the Position


This position will partner with a virtual portfolio team to help engage, retain, enable, and grow Energy Exemplar's customers base for existing customers and prospects in Canada.

The Account Executive focus will be looking for new revenue within their portfolio of existing, strategic customers.

The Account Executive will partner closely with an assigned Customer Success Manager in building a strategic plan to drive expanding value for the customer using new products and by uncovering new use cases, which will lead to additional recurring license revenue.


The Account Executive will be responsible for expanding customer revenue, both for existing customer business units and new customer business units within their assigned portfolio of Energy Exemplar customers.

They will be responsible for building and qualifying pipelines through creative sales activities, connecting with potential customers, building relationships that lead to opportunities, and converting opportunities to actual sales (with the support of the technical team).

These activities will follow and align to the new logo sales methodology within the EE's CRM.

Key Stakeholder Relationships

This position works closely and collaboratively with all Energy Exemplar staff but in particular:

  • Global Shared Services Team
  • Americas Customer Success Team
Key Accountabilities and Duties

Customer Growth

  • Identify new users in existing customer business units AND/OR new customer business units who will gain value from Energy Exemplar solutions
  • Participate in internal customer account planning with Customer Success team to identify potential upsell and expansion opportunities
  • Partner with marketing to execute focused sales campaigns to build sales pipeline for current customer base
  • Engage with customer team on health checks, business value reviews, etc. to ensure customer value realization and then capture value stories to share with other key stakeholders
  • Outbound prospecting and networking, at multiple levels, from end user to management to executive, solving their pain points through valuebased selling
  • Serve as a manager of the sales processbetween prospect sourcing, technical demos, trials, and serve as process manager and "closer" to get the signed contract
  • Perform market research to identify prospects, new market areas and new market/service opportunities

Documentation/Operations

  • Keep updated customer profiles and contact information within Salesforce
  • Manage expansion opportunities within Salesforce throughout the sales lifecycle, including building and maintaining sufficient pipeline, documenting progress and plans, and identifying risk along the way
  • Own quarterly quota and ensure attainment
  • Ensure Customer Success dashboard is up to date for portfolio

Skills, Knowledge, and Experience:

  • Foundational knowledge of power generation, transmission, and utilities industry desired
  • Outbound phonebased prospecting experience
  • Excellent people skills to build relationships both internally and with customers
  • Ability to understand and identify customer goals and objectives
  • Ability to map a customer success plan through strategic thinking and understanding customer expected outcomes
  • Ability to build and deliver presentations with compelling messages to technology and business audiences
  • Well organized with an attention to detail and proactively prepare for internal/external meetings with outline and agendas
  • Driven to take initiative, organize, plan, and prioritize tasks and projects
  • Develop customer relationships to allow for Customer Success Manager to become a trusted advisor
  • Ability to understand and manage expectations
  • Leading conversations and persuading others to act based on requirements and value provided by solutions
  • Advanced working knowledge of Microsoft Office suite (Microsoft Word, Excel and PowerPoint, Outlook, Teams, etc.)
  • Ability to work autonomously and take initiative
  • Capacity to respond to change with a positive attitude and a willingness to learn new ways to carry out work activities and objectives
  • Ability to bounce back from failures, learn from mistakes to iterate quickly, and respond professionally in stressful and demanding situations
  • Strong listening skills; open to input from other team members and departments
  • Flexible work schedule with ability to occasionally work outside of normal business hours to coordinate with other global regions
  • Ability to work with a team by assisting and supporting others for team success

Qualifications:

  • BS in Business Management, Strategy, Economics, Communications, Electrical Engineering or equivalent
  • 2+ years' experience in management consulting, technical account management, or enterprise software sales
  • Energy technology industry experience desired
  • Consistent record of achieving targets and goals in a sales setting
  • Significant customerfacing experience leading enterprisetype customers