SAM- Phoenix

Pitney Bowes

(Phoenix, Arizona)
Full Time
Job Posting Details
About Pitney Bowes
At Pitney Bowes we thrive on helping our clients navigate the complex world of commerce. We provide data so businesses can market to their best customers. We enable the sending of parcels and packages across the globe. And, we secure payments through statements and invoices to keep our clients moving forward.
Summary
As a New Business, Strategic Account Manager at Pitney Bowes, you'll meet or exceed aggressive quarterly and annual revenue quotas. You see opportunities where others see challenges.
Responsibilities
* Build and maintain an active pipeline of qualified leads through selective cold calling, attending industry trade shows, providing product demonstrations, working leads from direct mail campaigns and other marketing campaigns * Develop and maintain detailed and updated opportunity matrixes in Salesforce.com for each account to insure that the appropriate sales support resources can be available and to assist in the preparation of accurate and timely sales forecasts. * Aggressively build a pipeline of new and competitive business to consistently meet or exceed quarterly and annual revenue quotas. * Proactively prospecting for new decision-making executive contacts at key prospect targets and diversifying prospect relationships with contacts at multiple levels. * Promote company image, product and thought leadership. * Maintain expertise on all aspects of our physical and digital solutions. * Maintain expertise on all competitive products and services. * Minimum activity standards include weekly “C” level meetings, complex discovery sessions to uncover customer business problems, custom solution demonstrations, and complex ROI and investment presentations. * Ability to work with a team of Solution Architects, Sales Engineers and Professional Services representatives to recommend integrated software and service offerings. * Obtain the maximum sales and services revenue from each account and sales opportunity through recognition of broader needs that PB SMB can address and through the strongest possible adherence to approved pricing. * Establish the best possible long-term relationship with each prospect and customer so as to maximize future revenue opportunities. Included are meaningful business relationships with “C” level executives.
Ideal Candidate
* Bachelor’s degree in business or equivalent work experience. * A minimum of 5 years enterprise software sales experience selling large ERP, SaaS, CRM, Document Management, Financial Applications, Marketing Services, Business Intelligence or General Application Software and Services. * A minimum of 3+ years of complex sophisticated solution selling with a sales cycle of 3-6 months or longer and average deal size in excess of $50,000 including significant license and services components. * Extensive experience selling to multi-channel retailers, multi-divisional, inter-agency teams and “C” level buyers (CEO, CMO, CIO, CFO, Department Directors, etc.) * This position is focused on building solid relationships with a specific number of major (enterprise) segment 4 & 5 accounts and leveraging those relationships for the purpose of expanding the PB SMB products’ and services’ footprint throughout the client enterprise resulting in incremental revenue attainment. * Up to 50% overnight travel required. * Exceptional communication and leadership skills. * Ability to craft business solutions to complex business problems. * Experience utilizing a structured sales process focusing on customer value and ROI. * Proven ability to establish strong relationships with business, finance technical buyers. * Ideal candidates will have work experience with one of the major Marketing Service Providers (MSP), as well as relevant contacts within the retail market place.

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