The Role
The Mid Market Account Executive is responsible for identifying, nurturing, and closing new opportunities with prospects and existing customers. This role involves managing a pipeline of growth, focusing on renewals and upselling services, and exceeding revenue targets while building long-lasting customer relationships.
Summary Generated by Built In
What You Will Do:
- As a Account Executive, you will be responsible for proactively identifying, nurturing, and creating new opportunities with prospects and customers alike and ultimately closing these opportunities to hit revenue goals.
- Drive all revenue from our current customer base (software renewals, upsell software, cross sell software and new strategic services), in addition to manage a “New logo” territory to drive consistent pipeline and growth. Laser focused on quarter over quarter forecasting deal pipeline, growth, closed business, pipeline growth, and customer buying strategies. Must work closely with the CSM organization, and services teams to ensure best in class growth.
Primary Responsibilities:
- Managing and closing a quarterly pipeline of growth for a key account set. This includes outbound calling, qualifying the likelihood of opportunities, identifying upsells/cross sells and services and managing the contract from creation to close.
- Focus on new business growth and development by working with customers to increase their revenue commitment to Upland through upsells/cross sells and service offerings.
- Manage and provide transparency and visibility into an accurate pipeline.
- Meet or exceed quarterly and annual revenue targets.
- Work closely with prospective customers to understand their business objectives and create the most appropriate solution to meet their needs.
- Understanding the customer’s strategic initiatives
- Mapping an organizational structure allowing for strategic growth and aligning with the Upland product set and capabilities.
- Proven ability to articulate a vision that resonates with the customer and demonstrates value.
- Brings a strong understanding of business practices, industry trends and competitors to each sales cycle
- Demonstrates passion and energy both externally with the customer and internally with cross functional teams
- Effectively creates and articulates ROI in the negotiation process to bring the upmost value
- Be adept at cultivating, evaluating, and negotiating sound agreements including legal provisions.
- Show a high degree of self motivation and work well both as an individual and within team environment.
- Develop deep relationships with customers, maintaining the customer asset for the long term.
- Shows an intellectual curiosity that drives creative thinking, collaboration, and an out of the box approach to problem solving.
Requirements:
- Ability to generate, qualify and execute on new opportunities in order to exceed revenue targets
- 1+ years of direct sales experience with a successful track record of meeting or exceeding assigned individual quota.
- Proven ability to articulate a vision that resonates with the customer and demonstrates value
- Builds a trusted and long lasting relationship with multiple customer executives
- Brings a strong understanding of business practices, industry trends and competitors to each sales cycle
- Demonstrates passion and energy both externally with the customer and internally with cross functional teams
The Company
What We Do
Upland is a leading provider of cloud-based enterprise work management software. Our family of applications helps transform how work gets done by enabling better alignment of resources with business objectives, real-time visibility, and increased governance and collaboration, resulting in improved productivity and business agility. From strategic planning to work execution, Upland helps more than 1,200 enterprise clients with 300,000 active users in over 50 countries drive results for critical business functions including information technology, marketing, finance, professional services, and process excellence.
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