Enterprise Account Executive at Pittsburgh Robotics Network in Main Location - PITTSBURGH, PA 15201

Job description

• Position Type
• Full Time
• Category
• Sales
• Description
• As an Enterprise Account Executive, your focus will be to grow the sales of Onward Robotics AMRs in the North American market. The candidate should have a strong network of contacts and selling experience in eCommerce, logistics, distribution/warehousing, or material handling. This position reports to the Chief Revenue Officer and will be responsible for increasing company profits by growing business at current clients and acquiring new clients within an assigned market territory or industry.
• The successful candidate will be a proven consultative sales professional with a particular strength for selling enterprise warehouse automation /eCommerce solutions into complex accounts.

Responsibilities

• Achieve or exceed the annual sales target
• Maintain and grow a pipeline of opportunities across multiple market segments
• Travel to client or prospect facilities to assess various AMR applications to meet the clients' needs
• Develop compelling value propositions based on ROI cost/benefit analysis
• Determine client requirements and expectations in order to recommend and sell specific solutions
• Drive the entire sales cycle from initial prospect engagement to closed sales
• Collaborate closely with other departments, including marketing, product management, and client support, to ensure seamless delivery of value to clients.
• Cultivate strong relationships with third party and partner companies that may be required to deliver full solutions to clients
• Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to clients by extending company offerings
• Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects
• Conduct all sales activities with the highest degree of professionalism and integrity
• Lead negotiations with clients to secure business that provides mutual value.

Requirements

• Deep working knowledge of warehouse operations or WMS systems.
• Demonstrated success selling innovative, complex Warehouse/Supply Chain solutions combining hardware, software and services.
• Demonstrated proficiency in forecast accuracy and account planning
• Proven new business development skills with proven quota attainment record
• Experience in selling CapEx and SaaS (or RaaS) solutions
• Ability to work as part of a team and be coachable to Onward Robotics sales process
• Ability to establish CxO level relationships
• Strong communication skills, including presentation, professional writing, and negotiations
• Aggressive, self-starter, hunter mentality, comfortable in fast-paced environment
• Proficient with Salesforce.com
• Use data-driven insights to continuously improve sales strategies
• 3+ years of applicable experience selling automation into retail, eCommerce, 3PL, logistics or distribution/warehousing - generating leads, qualifying opportunities and effectively managing a large pipeline
• BS degree in Business, Engineering, Operations, or related field
• 5+ years of applicable experience selling automation into retail and eCommerce verticals - generating leads, qualifying opportunities and effectively managing a large pipeline
• MBA

Skills

Required

• Proficient with Salesforce.com