Account Executive - Material Management Solution (MMS)

$70,000 - $80,000/Yr

Align - Indianapolis, IN

Full-time - Entry Level

Remote - Indianapolis, IN

Ambulatory Health Care Services

About the position

The Account Executive - Material Management Solution (MMS) at Align Technologies plays a crucial role in driving growth by introducing the FleetWatcher solution to prospective clients in the Material Management sector. This position focuses on delivering in-depth product demonstrations, understanding client needs, and positioning FleetWatcher as a solution to optimize business operations. The role requires a strategic understanding of client goals and challenges, enabling the Account Executive to effectively communicate how Align's solutions can enhance operational efficiencies and profitability.

Responsibilities

• Consistently meet or exceed bookings targets, driving revenue growth and contributing to organizational success.
• Optimize and manage your personal sales funnel, ensuring daily updates to Salesforce (SFDC) for accurate tracking and reporting.
• Lead complex deals from initial contact to close, adhering to the sales process in a dynamic and fast-paced environment.
• Effectively and proactively prospect for new leads through outbound efforts and qualify inbound opportunities to expand your pipeline.
• Identify, develop, and maintain executive-level relationships (C-Level and VP-Level) to address business needs, leveraging technical resources to support strategic discussions as required.
• Demonstrate comprehensive product fluency, confidently communicating and presenting FleetWatcher solutions to internal and external stakeholders at any stage of the sales cycle.
• Collaborate strategically with Customer Success partners to prioritize and capture upsell and expansion opportunities within existing accounts.
• Leverage Salesforce CRM to ensure accurate, timely sales activity tracking, logging all activities to maintain complete and compliant records.
• Partner with management to deliver accurate forecasts, identify emerging trends, and recommend actionable solutions to overcome challenges and capitalize on opportunities.
• Stay informed of industry trends, competitive landscape, and product developments that could impact your sales strategies and positioning.
• Represent the company at industry events, conferences, and trade shows, actively networking and building relationships to drive business growth and expand market presence.
• Challenge prospects strategically, articulating the value of technology and data to improve profitability and operational efficiency for potential customers.
• Achieve a consistent closing rate above 30%, with a stretch goal of 40%+, to continuously drive high performance.
• Lead and contribute to team success, offering sales training insights during team meetings and strategy sessions to enhance overall team performance.
• Prepare for strategic discussions by reviewing key CSM notes, aligning meeting objectives, and pre-setting agendas for optimal client interactions.
• Utilize the company's knowledge base and resources effectively to support sales engagements and ensure best-in-class service delivery.
• Stay informed of commission structures to fully understand earning potential and align your sales performance to maximize incentives.
• Apply the principles from The Challenger Sale, Never Split the Difference, and Extreme Ownership to refine your sales strategies and leadership approach.

Requirements

• 3-5 years of experience as a quota-carrying sales representative, consistently achieving and exceeding goals.
• Demonstrate self-motivation and a strong drive for results.
• Exhibit strong discovery and pipeline management skills, ensuring accurate personal and team performance forecasting.
• Utilize various selling methods, including phone, online, and in-person, to effectively reach and engage clients.
• Confidently engage with Business Owners, CEOs, CFOs, VPs of Finance, Controllers, and Accountants to discuss solutions and build relationships.
• Adapt effectively to change in a rapidly growing company, showcasing resilience and flexibility.

Nice-to-haves

• Experience in the construction industry or related fields.
• Familiarity with Salesforce or similar CRM tools.

Benefits

• 401(k)
• Dental insurance
• Disability insurance
• Health insurance
• Life insurance
• Paid time off
• Vision insurance