Regional Account Executive

The Account Executive position (currently seeking candidates in the Midwest) is a key sales component of the Routeware North American sales team.  This position is responsible for executing regional sales and business development strategies within a North American territory consisting of approximately 8 - 10 states, and perhaps several Canadian provinces.  The Account Executive is responsible for identifying and closing both new name business opportunities as well as further developing existing customers.

In the hunter role, the candidate will be responsible for acquiring new clients that meet Routeware’s basic prospect profile, within the waste hauling and other mobile fleet industries. In the business development role, the candidate will be assigned a list of existing customers to manage and develop. In both cases the candidate will develop revenue-producing relationships with decision-making CxO level executives and drive the sales cycle of all assigned sales opportunities from initial prospect communication through contract execution.

Responsibilities

• Achieve monthly, quarterly and annual sales targets established by the Vice President of Sales
• Achieve lead generation, prospecting and other sales management goals designed to build an optimal sales pipeline
• Personally develop strong, long-term relationships and referrals with senior management within assigned territory
• Manage the end-to-end sales process for all opportunities including initial client communication, on-site presentations, RFI response, RFP submission, negotiation and deal signing. The candidate is the focal point for all communication and sales activities with prospects and customers
• Work in close collaboration with Routeware’s presales, postsales, and Executive Management teams to ensure that proposed offerings and services fully meet customers’ business and technology needs
• Adhere to all Routeware Sales, Human Resource, and corporate ethical policies, standards and guidelines
• Demonstrate strong personal communication and presentation skills to establish interest, credibility and trust

• Demonstrated success in both new business acquisition and customer development selling in an enterprise software and/or IT services/technology environment
• Demonstration of consistent over-achievement of client acquisition and sales revenue targets
• At least 5 - 8 years of direct sales experience in an enterprise software and/or IT services/technology environment. Experience in the waste industry and/or other fleet technology sales is a plus
• Experience with vendor selection processes including RFI and RFP issuance and response management
• Ability to maintain strong sales management focus during sales cycles that are typically six months to one year in duration
• Demonstrated ability to manage often complex negotiations with senior-level business and technology executives
• Thorough command of English, both written and spoken

Travel Requirements

• The candidate is expected to travel regularly to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, and ongoing relationship building

Education Requirements

• Bachelor’s degree preferred