Job Introduction
At ARCOS we are making a difference in the lives of local communities every day, especially during emergencies such as weather (storms) and rebuilding the old infrastructure of utilities in the United States.
ARCOS is the leader in delivering SaaS solutions for managing resources, ensuring accurate, compliant shift scheduling and automatic planning for all types of events. The ARCOS solution reports on the up to-the-minute location and status of equipment and crews via mobile workforce management technology for utilities and other critical infrastructure, like airlines, manufacturers, and industrial facilities. The ARCOS platform helps organizations save time and money, while improving customer satisfaction and the efficiency, safety, and accuracy of operations.
Job Description
POSITION SUMMARY
The Account Executive (AE) is responsible for developing new business and expanding relationships within existing accounts within our core markets of electric utilities, power generation, gas utilities, and water/public works across North America. This position is responsible for up-sell and cross-sell opportunities to existing accounts, and an important component of this role will be deepening and widening relationships with existing customers.
ESSENTIAL JOB FUNCTIONS
- Proactively develop net-new business for the company’s products and services within our prospect and customer base.
- Become technically proficient with the product and be a subject matter expert for the product, including the ability to personally conduct webinars and product demonstrations.
- Monitor new customer implementation and other professional services work project status in order to identify potential issues and/or opportunities within or related to the project and to ensure customer satisfaction and quality.
- Understand the company’s capabilities and services, as well as the product’s technical features and functions, and effectively communicates all offerings to the customers.
- Master and maintain vast knowledge of customer’s business, competition, and latest industry news and trends. Convey knowledge to executive management team to assist in the development of new products and services.
- Research, identify, and target senior decision-makers in mid / large-level organizations within your territory.
- Establish contact and conduct high-level conversations with these senior level executives, articulating the ARCOS’ business value proposition.
- Demonstrate and effectively communicate the ARCOS product offerings. Move prospects through the sales funnel to closed-won, all the time applying an understanding of customer needs and how our products deliver business impact and value for the customer.
- Develop and maintain a solid and sustainable pipeline of qualified new-business revenue opportunities of significant recurring revenue value.
- Meet activity metrics for calls, follow up on leads, demos completed, and opportunities created.
- Manage and maintain accurate contact, opportunities and account information within Salesforce.
- Consistently achieve and exceed monthly and quarterly bookings targets.
- Foster close working relations within the team and across wider functions in the organization.
- All other duties as assigned.
QUALIFICATIONS & REQUIREMENTS
- Demonstrated track record of achieving sales quotas.
- Four (4) years' experience selling complex, core business software solutions to large enterprises. Experience selling in to the utilities sector a strong plus.
- Bachelor's degree in Business or Marketing or related disciple, or equivalent experience.
- Experience selling to C-Suite, specifically IT.
- Positive “can-do” attitude. Self-Starter and winner mentality.
- Ability to handle complex sales with multiple stakeholders.
- Excellent presentation (in person and remote), contract negotiation, and relationship management skills.
- Ability to write contracts that are win-win for the customer and ARCOS and operate within ARCOS approved business practices.
- Working knowledge of Slack, Microsoft tools, Salesforce, Clari and other sales related tools.
- Excellent typing skills, strong grammar, and spelling abilities.
- Ability to travel up to 50%, including domestic and international. Ability to travel by air is mandatory. Must possess a valid driver’s license and passport.
Company Culture
At ARCOS, we believe in fostering a culture of ownership, accountability, and teamwork. We value the collective strength of our team and understand that our success results from our collaborative efforts. We're not just looking for employees; we're seeking partners in our mission. If you take pride in your work, are always eager to learn and grow, and believe in the power of teamwork, we want you on our team.
Benefits
You will be eligible to participate in ARCOS health benefits to include (100% employer-paid dental and vision premiums for single coverage), 401(k) with company match, generous PTO plan, Summer hours and a technology stipend just to name a few. Please visit our Careers page (www.arcos-inc.com/careers) to learn more about all of these great benefits.
Compensation
The targeted base salary range for this position is $125k - $150k, and up to 100% commission (no cap), based on relevant skills, experience and other job related knowledge.
ARCOS is committed to creating an environment of mutual respect where equal opportunities are available to all. We embrace the diversity of our team members and are dedicated to creating an inclusive environment for all employees. Discrimination will not be tolerated within our organization; we encourage all walks of life to apply. We stand behind the belief that the more diverse and inclusive we are, the more impactful our work will be. All employment is decided based on qualifications, merit and business need.