Regional Account Executive - Eastern Michigan

Your Responsibilities:

• Owns the acquisition of and closes new business for specific assigned geographic territories and/or states.
• Confidently sells to C-level executives, VPs, and Field-Based Employees. Adjusts talking points and strategies depending on the persona.
• Reports to and collaborates with sales leadership and supporting sales teams to align new business acquisition strategies and pipeline.
• Utilizes and understands the “zippered” approach to sales and uses it appropriately.
• Actively and aggressively prospects potential new customers. Follows up on touchpoints in a strategic and diligent manner.
• Initiates and cultivates relationships with prospective customers via phone, email, attending tradeshows, industry-specific events, and conferences.
• Successfully creates and executes an outreach micro-strategy for each potential new customer.
• Strategically plans the cadence of and tracks the number of touch points for each prospect.
• Leads in-person or virtual product demonstrations with prospective customers.
• Drafts proposals, quotes, and contracts in accordance with Tenna’s procedures.
• Negotiates contracts and closes deals by developing a thoughtful micro-strategy for each prospect.
• Creates outbound email communications using CRM software and analyzes results.
• Consistently delivers revenue growth that meets or exceeds quarterly business plans and forecasts.
• Effectively leverages cross-functional internal resources to close new business.
• Understands strategic selling, remains focused, and sticks with Tenna’s sales strategy.
• Understands the product and prospective customer inside and out. Can clearly and concisely articulate the value of the product to prospective customers.
• Uses travel often as a strategic method for prospecting, networking, and selling. Travels to and meets with prospective customers onsite to advance the sales process.
• Stays abreast of all industry-specific trends and market-related shifts by participating in associations, attending webinars, events, etc.

Qualifications:

• 3+ years’ experience selling enterprise software to construction or related industries. Demonstrated success in Enterprise SaaS sales.
• 7+ years’ experience successfully facilitating all aspects of the sales cycle with a specific focus on initiating and cultivating relationships with prospects, contract negotiation and closing.
• 7+ years’ experience conducting targeted searches and queries to fully research, qualify, and convert qualified sales leads.
• Strong experience selling to and speaking with C-level Executives, VPs, and Field-Based Employees.
• Strong experience in quota-carrying roles delivering consistent revenue growth that meets or exceeds quarterly business plans and forecasts is required.
• Strong experience travelling often as a strategic method to prospect, network, and sell - up to 70%.
• Bachelor’s Degree in Marketing, Communications, or other business-related majors is strongly preferred.
• Experience using Salesforce and HubSpot is strongly preferred.
• Experience leading virtual and in-person product demonstrations via WebEx, Zoom, etc.
• Must possess excellent verbal communication skills, specifically around negotiations, public speaking, and presentations.
• Understands prospective customers’ needs within a complex buying organization.
• Strong negotiation skills. Knows how and when to ask for the order.
• Deadline-driven and detail-oriented.

Benefits, Perks, & Additional Information:

• Opportunities for growth and personal development within a highly dynamic team.
• Location: Remote. Candidate must reside in or be willing to relocate to Eastern Michigan (Arenac, Bay, Genesee, Gladwin, Gratiot, Huron, Ingham, Lapeer, Montmorency, Ogemaw, Oscoda, Presque Isle, Saginaw, Sanilac, Shiawassee, St. Clair, Tuscola, Wayne, Alpena, Antrim, and Cheboygan counties).
• Travel is required, up to 70% (within the Eastern Michigan territory).
• Compensation includes base salary plus commission plan.
• Robust, low-cost benefit packages offered.
• Benefit coverage begins on the first date of employment.
• Paid Time Off and Volunteer Time Off offered.
• 401k match.
• Dependent Care offered.