Software Is Eating The World

Enterprise Account Director, Western Region

San Francisco, CA, US

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At Parsable, we are on a mission to liberate industrial employees from the drudgery of bad procedures and paper while empowering companies to continuously improve faster than they ever imagined. Parsable combines mobile applications, content management, workflow, and analytics into a mobile "connected worker" platform that turns procedures into live business processes that collect vital insights never before available to companies. With Parsable, companies are better places to work with streamlined jobs and safer work environments producing better goods and services at higher margins.

 

About the Role

 

The Enterprise Account Director is responsible for managing relationships and selling Parsable's Cloud based solution into a set of 2-10 existing key customer accounts, within the key vertical markets of Consumer Package Goods, Energy and Industrial Manufacturing all of significant size/complexity. The Enterprise Account Director acts as a strategic advisor for customers. The Enterprise Account Executive uses consultative and value based selling techniques, interacting with C level people within their set of accounts.

 




Tasks and Responsibilities




    • The Enterprise Sales Executive effectively leverages internal resources such as Solution Consultants and the senior Executive team to successfully generate opportunities to drive new business.

    • Responsible for creating an overarching territory plan using strong interpersonal skills and business acumen to drive win-win strategic relationships.

    • Achieve the quarterly and yearly revenue targets by using the Parsable planning, account management, opportunity management and customer success monitoring processes.







Qualifications




    • BA/BS degree or equivalent and familiarity with Cloud based software business models.

    • Basic to advanced understanding of Manufacturing, Supply Chain and general operations of one or more of our main vertical markets.

    • Minimum of 5 years of large account new business sales experience driving six and seven figure dollar, annual relationships with Fortune 500 companies in Enterprise Cloud Software.

    • Start up , hands on mentality.

    • Extensive experience selling complex software solutions to C level clients specifically into large accounts with deal sizes in the $200k-$2m range.

    • Understand and leverage value based selling.

    • Proven track record of meeting and exceeding quotas. Regularly meet with prospects at senior levels to understand their business/key drivers, and generate demand for subscriptions and related services through a customized value led approach.

    • Proactive territory planning and execution.

    • Adopt the appropriate sales methodologies.

    • Create constructive tension and challenge the prospect with their knowledge of customer & industry insight.

    • Educate and inform prospects on key market trends-challenges and tailor solutions to challenge their approach to key corporate priorities.

    • Excellent presentation skills and interaction with internal/external customers.

    • Experience developing and presenting clear and concise sales briefings/meetings. Team player and able to take direction from Management.

    • Excellent understanding of your industry's customers' business, needs, challenges and expectations.







Additional Requirements/ Soft Skills




    • Take control of the overall engagement process rather than simply following the prospects procurement process. Negotiate and close contracts, clearly articulating the business value for the prospect.

    • Lead in the development, presentation and sales of a value proposition.

    • Understand Parsable's solutions and competition. Increase the value that the prospect attaches to Parsable’s unique capabilities.

    • Keep up to date with developments within their particular market or industry segment.

    • Use structured and methodical approaches to develop solutions.

    • Build key management relationships with focus on new opportunities resulting in referenceable new customers and positive brand/company awareness.

    • Coordinate Parsable’s resources and partners to successfully manage complex relationships and sales cycles.






About Parsable

 

If you think a good day's work is leveraging advanced technology to help transform the industrial world for the better every day, then you are on of us. We are having the time of our lives helping companies like Schlumberger, Scientific Drilling, TechnipFMC, Unilever, Zume and other category leaders in consumer packaged good, manufacturing, and energy move from analog to digital. You'll find a team hungry for your great ideas and innovate thinking. When you strap into your seat on the rocket ship, your effort and insight will help us move the needle even faster. We think you'll agree that Parsable is one of the most unique missions you'll find in a high growth Silicon Valley origin, B2B, SaaS company today. Check us out (www.parsable.com) then grab your helmet and join us.