Solutions Account Executive

Profile

Summary:
Canon USA, Inc. has formed a new company, Canon Information and Imaging Solutions, Inc., to accelerate Canon's software and services business in the B2B arena. With the backing of Canon USA, Inc., the company's mission is to leverage Canon's existing portfolio of document solutions and professional services while also expanding into adjacent IT Services markets by commercializing emerging Canon and third party technology.
The Account Executive position is responsible for identifying new customers, advancing the sales opportunities, and closing business for CIIS solutions. He/she will be responsible for leading the entire sales process from prospecting to close to renewal.
This position will be working remotely in the California region
Identifies new customers (cold calling) and cultivates a strong relationship with various individuals across functional departments and ranging from executive management to working level.
Develops a keen understanding of the customers' business operations particularly as it relates to workflow/business processes and IT infrastructure.
Consults with customers and recommends solutions utilizing understanding of customer specific requirements.
Influences various stakeholders among the prospective customer and conveys specific benefits depending upon their role.
Negotiates agreements for the sale of software and/or associated professional services.
Maintains close relationship with existing clients to both facilitate renewal sales as well as identify further sales opportunities for additional offerings.
Creates specific targeted sales plans for territory and account base and reports to upper management on regular basis.
Reporting Structure & Working Relationships:
This position is in the Sales group reporting to the Senior Director of Marketing and Sales
This position is an independent contributor, there are no direct reports.
This position will work closely with members of the channel development, solutions consultants, marketing, and engineering teams.
Candidate Characteristics:
Proven track record of successful sales (consistently meeting/exceeding quota) for enterprise software applications and professional services.
Deep understanding and experience working in working with IT solutions and services
Existing relationships with business customers
Professional
Outstanding presentation skills
Ability to translate and demonstrate technology features into compelling customer benefits.
Operates independently (schedules appointments, advances sales, negotiates agreements, brings in resources as needed but still quarterbacks the deal.
Familiarity with salesforce.com (preferred) or other CRM tools.
Travel, 75%
Experience:
At least 7 years of enterprise software sales experience
At least 3 years of SaaS experience (preferred)
Very strong technical knowledge of networks and computing infrastructure in the following areas: SaaS, enterprise software applications, middleware, ERP, database, and other backend systems
College degree
Canon U.S.A., Inc.
Phone: not applicable

Company info

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