Job Purpose  

The Sales Account Executive responsibilities include account and territory planning, prospecting, qualifying, selling, and closing new business into large prospects and into large installed accounts within their Northwest territory.  Tungsten Automation software enables organizations to Work Like Tomorrow™—today. The Sales Account Executive will be responsible for selling Tungsten Automation’s Document Automation Security (DAS) product portfolio. The DAS business has a channel sales model consisting of MFD manufacturers, dealers, value added distributors and resellers. DAS has the ability to sell directly to the end customer where needed. The DAS portfolio is integrated into the Intelligent Automation platform.  The Intelligent Automation software platform, which is unique in the marketplace, helps organizations transform information-intensive business processes, reduce manual work and errors, minimize costs, and improve customer engagement.  The Sales Account Executive will develop, manage and execute sales plans focused on achieving revenue goals consistently on a quarterly and annual basis through a proven solution selling methodology.  

 

Key Responsibilities  

The Sales Account Executive duties and responsibilities include:   

Identify, qualify, orchestrate and close new business within the assigned territory leveraging compelling return on investment that the Tungsten Automation solution provides  Development of new accounts and expansion of existing accounts within the distribution or retail sales channel    Work closely with our Lead Generation Team, Inside Sales Team, and Sales Engineer resources to create and manage a strong pipeline of new business, while creating awareness and demand for our products in both existing customers and prospects  Effectively manage multiple concurrent sales cycles effectively  Understand and articulate the value of the Tungsten Automation DAS solutions to VP and C-level audiences which align to the prospect's strategic objectives   Establish and maintain strong and referenceable relationships with our existing partners and end users  Qualify and forecast deals accurately and consistently  Develop and execute field marketing activities to drive pipeline growth  Grow and maintain a deep and wide set of contacts across all lines of business within each target account  Actively work with internal teams to perform all the necessary steps for effective prospecting and qualification.  The Sr. Sales Account Executive is expected to create a pipe no less than 4X of their license quota  Work very closely with Tungsten Automation’s list of partners to jointly engage in prospecting, qualifying, calls or visits according to strategic account mapping plans with the Partners      Perform regular housekeeping activities to ensure that the CRM system is always clean and up to date, in accordance with Management’s guidelines