Account Executive - Minneapolis Job at PaleoWest
Account Executive
Job Purpose
Reporting to the Chief Revenue Officer (CRO), the Account Executive (AE) will join a strong Sales Team that values collaboration, communication, and transparency selling professional environmental consulting services to buyers responsible for government compliance mandates. The AE will offer PaleoWest’s full suite of cultural heritage resources services, including archaeology, ethnography, architectural history, and paleontology to a variety of commercial and government sector new logo prospects (entities that have not done business with PaleoWest for at least two years) who need guidance and expertise within a regulatory compliance, siting, permitting, or licensing process.
The AE is responsible for maintaining and growing relationships and aligning our services to meet the needs of PaleoWest’s middle and small market prospects in the government (state and local) and commercial (construction, energy, land development, minerals and mining, oil/gas, and telecommunications) industries.
Position Summary
The AE is accountable for driving profitable growth by developing geographically identified new logo prospects into clients using the PaleoWest Opportunity Management (OM) process, a solution selling method, and proactive/outbound market development sales activities. Additionally, the AE collaborates with Office Principals and Project Managers to identify and offer guidance to SMEs to pursue additional new project opportunities with PaleoWest clients. The AE teams with Office Principals, Subject Matter Experts (SMEs), and the proposal team to assist in the creation of new logo prospect proposals and leads the delivery of completed proposals to new logo prospects. The AE manages all new logo prospect opportunities to close by following the OM process. The AE consults with SMEs on proposal delivery and closing new project open opportunities in PaleoWest clients. This individual will spearhead PaleoWest’s response to RFP opportunities in their assigned geographic region.
Essentially the AE will lead the effort to accelerate new client acquisition, assist in increasing expansion in existing clients and delivering a positive new logo prospect engagement experience. The AE must be able to link the opportunity to PaleoWest operational capability and technical resources. They will be responsible for growing the territory and developing the necessary resources to achieve growth targets.
The AE works in a regionally based team selling environment consisting of Strategic Account Executives, SMEs (Office Principals, etc.), Project Managers, and Business Development Representatives plus other support resources as needed to drive results in an assigned territory. The method behind sales teams is to use the power of the team to focus and align on a targeted revenue objective.
Strategic Value
Develop and execute an outbound strategic plan to increase velocity and maximize revenue growth with targeted new logo prospects in the commercial and government middle markets.
Career Path
Advancement into a Strategic Account Executive (SAE) role and other growth-oriented roles within PaleoWest.
Responsibilities
- Enable the company’s strategy by seeking new clients using the defined sales strategy, processes and programs.
- Execute the company’s B2B revenue growth strategy using product positioning, ideal client profile, repeatable/consistent sales processes, prospect targeting, sales funnel management, and sales messaging, with a focus on PaleoWest’s compelling value proposition.
- Focus all sales activities toward accelerating revenue primarily through new logo prospect acquisition, revenue goals, and a concern for EBITDA expansion.
- Master the local competitive landscape and the prospect universe within the territory to maximize whitespace capture.
- Partner with Marketing and be a catalyst who will help drive revenue by establishing and selling solutions through the PaleoWest platform of cultural resource products and services.
- Establish scale and profitability by helping to professionalize the Company’s go-to-market strategy and sales function and providing prospect feedback to enhance PaleoWest’s positioning in the marketplace.
- Build a territory plan in a defined geographic territory that consists of local commercial and government new logo prospects to meet sales quota.
- Consistently prospect and acquire new clients using the PaleoWest Opportunity Management process to exceed bookings quota.
- Identify new logo prospect needs and effectively understand and respond to prospect objections.
- Connect new logo prospects business objectives with PaleoWest offerings and solutions.
- Assist the new logo prospect in understanding the return on their investment with PaleoWest.
- Leverage available marketing tools and content.
- Use the buyer personas and understand the buying process as well as the PaleoWest Opportunity Management sales method to find, manage and close opportunities Manage/Update opportunities in Salesforce.
- Develop and nurture key prospects and relationships through timely virtual and in-person meetings.
- Collaborate with Office Principals and other PaleoWest SMEs to advance opportunities and create proposals.
- Lead the RFP process in an assigned territory.
- Deliver proposal and quote presentations to new logo prospects.
- Manage and resolve new logo prospect concerns and issues related to sales opportunities.
- Execute outbound new logo prospecting strategy through targeted efforts.
- Consistently achieve booking targets.
- Interface with internal departments and Office Principals to create strong working relationships/efficiencies.
- Maintain a sales pipeline of open opportunities valued at 3X booking’s goal.
- Accurately forecast bookings and deal closure for assigned sales territory.
Qualifications and Requirements
- Bachelor’s degree required
- Experience selling professional services to stakeholders in commercial businesses and government agencies, organizations and committees that are responsible for government regulations is a plus
- Knowledge of the buying process with government agencies and in the land development, construction, oil/gas, renewables, and telecommunications industries is a plus
- 5+ years of progressive, proven sales experience preferred; recent solution selling sales experience is favorable
- Proven Account Executive who has an established track record of selling benefits to improve a buyer’s value realization
- Demonstrated track record of quota achievement
- Able to travel to new logo prospect locations within an assigned geography, occasional off-site meetings and events approximately 50% of the time
Physical and Mental Requirements and Work Environment
- Ability to communicate effectively through writing, public presentation/speaking, and individually.
- Mental requirements include ability to self-organize with minimal supervision.
- Must be able to observe social and professional interactions and respond appropriately.
- Most work is performed primarily in an indoor environment and requires sustained sitting and use of fingers, hands, and arms to operate a computer and keyboard.
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