Senior Account Executive     

Los Angeles, CA or Seattle, WA

The Company

Our client is the premier global provider of marketintelligence, advisory services, and events for the information technology,telecommunications and consumer technology markets. Our client helps ITprofessionals, business executives, and the investment community makefact-based decisions on technology purchases and businessstrategy. Our client has more than 1,100 analysts that provide global,regional, and local expertise on technology and industry opportunities andtrends in over 110 countries worldwide. For 50 years, our client has providedstrategic insights to help their clients achieve their key business objectives.

The Job

Our client is seeking a sales professional withexperience developing and managing a territory, cold calling, implementingsolution selling techniques to identify clients’ and prospects needs’, aligningcompany services, creating urgency, navigating complex closing situations andmanaging six-figure annual renewals. She/he must be able to earn and secureC-level relationships and have an understanding of the businessand IT environments at Fortune 1000 level organizations. This role willinclude a combination of individual work and team selling with analysts, consultants,and IDC sales leadership.

What it takes         

The selected candidate will have:

·       Ten years of demonstrated success in a quota carrying capacity

·       B.A. or B.S. degree. An MBA is a plus.

·       Experience selling consultingservices and subscription based research

·       Aptitude in building a territory

·       Strong willingness to work collaboratively

·       Proven written and oral presentation skills

·       The ability to build relationships at senior levels within a company

·       The ability to set a sales strategy to develop new business as well asincremental sales with existing clients

·       Proficiency in Microsoft Word, Excel and PowerPoint is required

·       Willingness to travel 25% of the time

Why apply?

What we are about:



SeniorNational Account Manager (US)

Waltham, MA

The Company

Our client is the world leader in solving criticaldocumentation issues for enterprise-level organizations and governments,enabling them to operate more efficiently and profitably. The company offers afull suite of software, training and professional services based off their internationalcontent standard for creation, management and deployment ofmission-critical content.

The Job

TheSenior National Account Manager is responsible for selling the company’sintegrated solution (software, training, and professional services) within theU.S. This position will not involve more than 30% travel.

The Senior National Account Manager’s duties will include:

• Achieving targeted monthly/annual booking goals by callingon C-level executives

• Working with senior management to build territorydevelopment plan and identify target accounts within verticals

• Working closely with the Inside Sales Representative toensure smooth and timely follow-up on sales leads

• Closing business with targeted accounts that deliver blendedsolutions of IM’s core products (software, training, and professional services)

• Establishing successful client relationships with targetedaccounts as a trusted advisor to generate new and residual sales

• Managing timely and accurate business updates utilizing ourCRM, NetSuite

• Being a team player with a positive attitude andwillingness to go the extra mile.

What ItTakes:

The selected candidate will have:

• Bachelor’s degree in business/analytical discipline

• 5 years experience in solutions selling

• Ability to sell high level, leading edge concepts

• Proven sales track record designing and implementingcustomized solutions for clients within assigned territory

• Highly skilled in a solution selling environment

• Experience selling to executive level management in Fortune1000 companies

• Strong business acumen or business development experience

• Enthusiastic and confident communicator with activelistening skills, strong organization and time management skills with theability to follow-through and prioritize multiple tasks

• Adept written and verbal communication skills

• Enjoys working in a team environment of sales professionalswho are building their careers

• Proficient using Microsoft Office products and salesautomation software

• Knowledge of Federal procurement regulations a plus

Why Apply?

Our client is an industry leader who helps enterprise-levelorganizations and governments operate more efficiently and profitably. Ourclient offers a challenging opportunity, and an excellent compensation andbenefits package in a business casual environment. Our client is an EqualOpportunity Employer M/F/V/D.

Applicants should contact our search firm:

Wallace Associates