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Business Development Executive – Strategic Accounts
Canon
Gardena, CA, United States
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Overview
Canon Solutions America is a Canon U.S.A. Company providing integrated systems technology that comprise one of the strongest solutions portfolios in the document management industry. If you are goal oriented, have an interest in technology, and are an outgoing person who enjoys selling, this may be the position for you! Canon Solutions America Business Development Executives – Strategic Accounts are responsible for driving and implementing the Enterprise Services & Solutions (ESS) sales strategy and execution in order to maximize opportunities for revenue in an assigned vertical market segment. Canon Solutions America offers a competitive compensation package including base salary, commissions, monthly and quarterly bonus opportunities, travel allowance, medical, dental, vision, 401(k) Savings Plan, profit sharing, opportunity to earn incentive trips, success sharing, tuition reimbursement, vacation, and much more!
Responsibilities
• Quickly gain trust across a diverse set of leaders within CSA and externally within listed strategic accounts. Impact, influence and communicate the ESS value proposition to the most senior executives in our organization as well as in the assigned vertical market. Market segments are: Healthcare, Legal, Education, Government and Fortune 1000.
• Deliver relevant industry knowledge through speaking engagements, association presentations, position papers and articles.
• Identify prospects and develop sales strategies to secure profitable new business. This may include sales/solutions calls, networking/marketing activities, competitive analysis, coordination of presentations and proposals, and client meetings.
• Interface with senior level executives and develop strategic alliances.
• Drive new penetration opportunities within assigned accounts/clients.
• Oversee the strategic and tactical direction of assigned accounts.
• Build and maintain strong client relationships within customer base.
• Leverage existing client relationships to expand service offerings in named accounts.
• Understand and interpret account’s business data, including workflows, and develop indicators of success to help field sales and overall partner management.
• Work with inside Lead Generation team to ensure that leads are quickly and accurately forwarded and acted upon.
• Deliver the revenue goals and forecast established for the assigned vertical market by developing and managing sales plans for the accounts within the market. Increase sales and market share in the assigned Major Account segment/vertical market.
• Display excellent human relations skills as judged by intellect, communications ability, approachability, and integrity.
• Maintain a schedule of periodic contact with current, previous and potential customers to inquire about satisfaction with products, or need for services. Attend trade shows and marketing events, and perform continuous marketing activities to clients and partners.
• Meet regularly with VP of Major Accounts to review/coordinate sales efforts and build territory business plan. Monitor and provide analysis of account results as well as Executive Reviews.
Qualifications
• BA required
• Experience Required: 15 years of progressive responsibility in sales, industry and marketing experience
• Extensive knowledge of the Fortune 100 Accounts, or specific vertical markets of Healthcare, Legal, Government or Education markets
• Ability to develop sales strategies and drive execution and track result
• Demonstrated track record in building and growing sales assignments
• Successful background in building relationships with industry partners
• Demonstrated ability to develop and maintain relationships with Senior Executives
• Must possess strong customer service skills and service orientation focus
• Must possess excellent interpersonal and persuasion skills as well as outstanding public speaking and presentation skills
• Must have the ability to work closely and effectively with members across departments and at all levels of the organization
• Ability to call on the highest levels of decision makers in an organization with confidence for the areas represented (e.g., VP IT/Engineering, CEO, CFO, COO, CIO, etc.)
• Demonstrated success working in fast-paced, matrix, highly competitive environment
• Self-motivated individual who exhibits sense of urgency in all sales and service related activity
• Overnight travel required, up to 60% depending upon accounts
Canon Solutions America, Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, or any other characteristics protected by law.
EOE Minorities/Females/Individuals with Disabilities/Protected Veterans