Sales

Sr. Account Executive

The Sr. Account Executive is responsible for bringing in net new business, working to develop and extend the existing client base, responding to qualified in-bound leads, working closely with the salesforce.com sales team during the sales cycle (providing pre-sales support, and facilitating post sales upgrade/up sell opportunities). When business is closed, maintain on-going contact with Accounts to ensure delivery is successful. This role will also work closely with Echo Lane's partner community to understand key AppExchange partners and align strategically with the field teams at those partner organizations. The Sr. Account Executive will work directly with the Echo Lane executive team to continue to meet and exceed sales targets.

The Role will drive and/or participate in:

  • Pre-sales requirements gathering calls
  • Engaging Echo Lane's delivery team on pre-sales scoping effort
  • Managing hand-off/knowledge transfer process from sales to delivery to ensure consistency
  • Participating in CRM Business Process Reviews (BPR) for strategic customer project kick offs
  • Conducting health checks with existing client base
  • Logging up-sell/upgrade opportunities in salesforce.com PRM portal and working with respective salesforce.com AE to help close deal and foster on-going relationship
  • Tracking all communication/pipeline activities in the Echo Lane instance of salesforce.com
  • Responding to in-bound qualified leads from salesforce.com Account Executives, Echo Lane partners, Echo Lane marketing efforts, salesforce.com partner finder, customer referrals, Echo Lane's internal delivery team etc.
  • Creating Professional Services Agreements, Statement of Works, and Change Orders as required to close given opportunities
  • Attending weekly sales strategy/pipeline review meetings, bringing creative input to the sales organization to increase revenues, streamline processes, better engage with partners etc.

Position Requirements

  • Bachelor's Degree and 5+ years of relevant consultative mid market and enterprise professional services selling experience
  • Functional and working technical knowledge of salesforce.com and related ecosystem of partners
  • Comfort with inbound and outbound prospecting
  • Experience driving sales presentations, negotiating contracts and closing business
  • Energetic, enthusiastic, responsive, positive attitude; with strong verbal and written communication skills
  • Proven sales track record achieving and exceeding quota
  • Desire to work in a flexible, entrepreneurial environment, where individual contribution has strong direct impact
  • Proven ability to set goals and meet them

Tools and Support available:

  • Echo Lane library of all contract templates, collateral, data sheets and vertical solution docs/presentations
  • Basic Scoping guidelines for determining initial estimates
  • Access to technical team to support sales/scoping efforts
  • Direct access to existing customer base, segmented vertically for immediate future penetration
  • Direct access to the salesforce.com sales team, pipeline plan development with salesforce.com teams
  • Established partner community, joint sales efforts to own and drive
  • salesforce.com, PRM access for tracking all sales related activities and up-sells
  • Direct access to Principals and VP of Professional Services to review any contracts, work closely on account strategy, share ideas, expand on monthly/quarterly goals
  • Call shadowing as necessary on sales calls, meetings during ramp up

Compensation is based on experience. To apply, please email your resume and cover letter to careers {at} echo-lane.com