Enterprise Account Executive

Location: Canada, Remote

Travel: 50% travel to European countries

Position Summary

Responsible for cultivating enterprise relationships, nurturing opportunities and delivering profitable top-line growth, the Enterprise Account Executive is a trusted client advisor. The role will drive an array of products and solutions expansion and leverage value selling to deliver targeted annual recurring revenue. The ideal candidate will lead client-facing presentations, understand customer challenges spanning movement from farm to finished good, have a creative mindset to provide solutions, and build trusted relationships with enterprise account stakeholders.

The role involves strategic planning and navigating through complicated account experiences to unlock future opportunities. The Enterprise Account Executive will work with dairy and manufacturing industry accounts across functional client departments, user roles and c-suite executives. This position collaborates with Ever.Ag business unit leaders, technology group, and services teams to execute against sales targets.

Key Responsibilities

• Develop an understanding of Ever.Ag’s products and services and how the solutions address needs within the dairy supply chain/processing environment
• Deliver clear articulations of the value of each solution and service
• Grow annual recurring revenue by achieving or exceeding quarterly sales targets
• Conduct and lead sales presentations via web and in-person
• Collaborate with cross functional internal stakeholders and business leads to negotiate sales and close deals
• Develop a pipeline of business opportunities
• Identify potential cross-sell opportunities within existing accounts
• Create and implement long-range sales client strategies
• Increase breadth and depth of enterprise accounts relationships
• Develop and update strategic account plans
• Conduct client executive review sessions
• Forecast account revenue and pipeline opportunities
• Partner with customer success team to ensure high customer satisfaction and retention
• Leverage CRM solution for logging sales and account activities
• Lead or participate in other assigned projects

Qualifications

• Bachelor’s degree (B. S. or B. A.) or equivalent; and 2-4 years’ related experience and/or training; or equivalent combination of education and experience
• Proven experience selling to enterprise accounts, ideally in Dairy or food processing industries
• Experience selling SaaS/software/subscription-based software products and services
• Professional selling to c-level executives and sales processes involving multiple stakeholders
• Proven negotiation strategies

• Successful track record of navigating across functional areas to deliver profitable sales and top line growth

• Supply-chain services and/or solutions; familiarity with agriculture, food, beverage and/or logistics industries a plus
• CRM experience, and diligent status updates in the tool
• Ability to assess market trends to proactively alter sales plans and strategies
• Travel may be required, approximately 25%-50%.

Competencies for Success

• Excellent written and verbal communication: Presents oneself clearly and articulately when speaking, assuring that others fully comprehend the intended message; Uses appropriate grammar tailored to the audience
• Information Seeking: Gathers information systematically from multiple internal and external resources; Asks questions, digs deeper, presses for resolution on outstanding concerns
• Analytical and Critical Thinking: Review and manage data with strong attention to detail; combine facts with likely possibilities; articulate and resolve complex problems
• Quality Focused: A recognition of the value of doing things the right way; having a high sense of integrity and thoughtfulness in your actions
• Action Oriented: A bias for action, when you see a problem, you solve it using your technical savvy and internal resources
• Self Confidence and Initiative: Exhibits confidence and approaches challenging tasks with a “can-do” attitude; Identifies what needs to be done and takes action before being asked; Takes independent action to change the direction; Persistent – does not give up when faced with difficult obstacles or rejection.