Sales Account Executive

SEEBURGER has an exciting opportunity available for an experienced Sales Account Executive

SEEBURGER, Inc.

SEEBURGER Integration accelerates business for our customers and partners. With SEEBURGER Integration, a combination of our platform, our services and our people,

you can connect, automate and innovate with unprecedented choices and unparalleled service. Our unified, agile, scalable integration platform, the SEEBURGER Business Integration Suite (BIS), connects and automates systems and applications so that the right data, in the right format, gets to the right place at the right time, securely – within and between companies. BIS includes B2B, EDI, MFT, EAI and API integration functionality available on any cloud, as hybrid or on-premises deployments. Today, as companies across the globe depend on secure and unobstructed data flows, SEEBURGER Integration delivers, for more than 10,000 customers in diverse industries and more than 50 countries.

SEEBURGER offers a unique career opportunity with high growth potential in Americas, focusing on industries such as Automotive, Manufacturing (e.g., CPG), Logistics and Transportation, Banking and Financial Services (Payments), Energy and Utilities (specifically Oil, Gas and Chemical), Healthcare, and others.

The Position
 

We are searching for a Sales Account Executive to address the following parts of our portfolio:

• SEEBURGER Business Integration Suite (BIS) and related solutions and services, including B2B/EDI, EAI, MFT, API Integration and Management etc., delivered on-premises, hybrid or in any cloud.

This role will be based anywhere in the United States reporting to the Americas Head of Sales, based in Cleveland Ohio and is a Fully Remote, or Hybrid (Offices in Atlanta and Scottsdale) position

The Sales Executive needs to have a sound understanding of the integration software, cloud and services marketplace including business drivers, competitors, use cases for target industries as it relates to SEEBURGER's business integration offerings; B2B/EDI, MFT, BPM, SOA, Webservices, API Integration and Management, Digital Applications, EAI including application integration, Cloud, EDI & B2B processing, data management etc.

Knowledge of a specific vertical or industry is a requirement.

The candidate must have carried a quota for at least 10 years from the enterprise infrastructure (middleware) software space with a successful track record including a rolodex of existing C-Level IT and business department relationships.

Having an entrepreneurial spirit and seeking to build your own territory as a franchise, the candidate must be motivated “hunter/closer” sales professional who will secure software and subscription license and cloud services sales in new Greenfield accounts.

The candidate would be expected to make multiple calls, emails and/or meetings per week to generate a new set of opportunities in Americas for SEEBURGER. Have the ability to successfully manage and advance seven to ten active pipeline opportunities per quarter. Having experience working with global accounts is a plus.

Travel: 30-40%, depending on overall business situation.

Your various responsibilities / tasks
 

• Working with Americas sales management, to understand and execute the strategic new business sales plan.
• Learn SEEBURGER as a company, its products and services in order to best align SEEBURGER as the best choice for target prospects integration requirements.
• Take on multiple sales roles starting with lead generation that includes:
  • From warm and new prospect list, research target markets, competitors, specific organizations to identify potential companies- with a focus on logistics and CPG that may have interest in SEEBURGER products and services.
  • Create compelling business and technical messaging for various stakeholders in the form of phone call scripts and email messages.
  • Use various communication methods to generate leads via cold calling, emails, social media, and/or attending industry events and conferences.
  • Consistently work on fulfilling sales targets.  
  • Qualify the initially contacted stakeholder(s) and qualify the level of interest - develop the lead to an opportunity and close the deals.

• In the Sales Account Executive role,
  • Be able to effectively manage and advance prospects through each stage of the sales cycles so to build a healthy pipeline and meet sales targets.
  • Prepare and deliver tailored and effective sales presentation and proposals to address specific integration requirements and challenges faced by prospects while also creating key differences from alternatives solutions in the market place
  • Effectively leverage internal support resources to assist in the sales cycle – specially account strategies, presentations preparation and execution, pricing strategies and Question and Answer sessions.
  • Effectively prepare and problem solve within the objection phase of the sales cycles to consistently advance the buying process to next the stage.
• Negotiate with potential prospects to secure a win/win agreement and contract  signing
• Utilize and update -per company policy- all sales related tools (e.g., CRM etc.).
• Provide accurate and timely quarterly forcasts

Your profile
 

• Ability to undertake multiple roles – lead generation and solution selling.
• Experience in selling on-premises business integration solutions, services and/or cloud solutions to corporate prospects and having an overall understanding of prospects demands/requirements in the business integration area for Enterprise and SMB accounts.
• Strong prospecting, qualifying, sales cycle management and negotiating skills.
• Good understanding of Applications (i.e. ERP, SCM, CRM, WMS, TMS etc.) used by the target verticals.
• Good understanding of supply chain and value chain processes that require process automation
• You must have strong motivation and initiative as a resourceful and creative sales person selling strategic or solution selling background, Good at prospecting, uncovering prospect’s goals/pains and putting together solid closing plans.
• Good history of closing deals at a high level within midsize and enterprise accounts
• Knowledge of the Americas integration market and its competitors, market initiatives, trends and major solution vendors
• Willing to work in an entrepreneurial environment with a global team
• Keeping up to date with advances in integration and cloud services and technologies. 

• Experience with CRM software (e.g., Microsoft Dynamics)
• Familiarity with MS Excel (e.g., analyzing spreadsheets and charts)
• Understanding of sales performance metrics
• Excellent organization and time management skills

• Excellent and consistent performance reporting 
• Driven, disciplined and self-motivated to exceed business targets

SEEBURGER Benefits

We offer a modern company culture with flexibility, individuality, creativity and open communication at all levels of the business. New projects will add continuous challenges to your working life and allow you to expand your horizons, both technically and professionally.

• We offer a competitive compensation (bonus plan) and benefits package including medical, dental and vision benefits, 401k plan, paid vacation, holidays and sick time.
• Employees enjoy casual dress and fun, professional team environment.
   

If you meet the qualifications and are enthusiastic about contributing your talents and skills, please submit your resume and samples of your work.