• Strategic Account Executive - Shippers

    Job Locations US-Remote
    Job ID
    2018-1248
    Category
    Sales
  • Overview

    At MercuryGate, every solution we create is designed to be The Future of Delivery. This same attribute applies to our dedicated team members, whose expertise and dedication have made MercuryGate an industry leader.

     

    As a member of our team, you will have the ability to work on projects for Fortune 500 companies, contributing actively in supporting their strategic initiatives. This opportunity will build your knowledge base and allow you to interact with some of the world’s most respected companies.

     

    Are you ready to work in a fun, fast-paced and energetic environment that challenges you and rewards you for innovation, creativity and initiative? If so, come play with the MercuryGate team of champions by applying for our Strategic Account Executive - Shippers opportunity today!

    Job Summary & Key Responsibilities

    Summary

     

    The Account Executive (AE) for Strategic Accounts is responsible for executing the MercuryGate sales process with assigned Fortune 500 accounts, resulting in new business bookings in the Shippers vertical. AE’s qualify new business opportunities through warm leads that have already been developed, execute effective sales cycles, and close new business. You will build up your expertise in transportation management and the industries we serve.

     

    Responsibilities

    • Pursue opportunities in the Shipper vertical utilizing the company’s sales process and methodology and coordinate all internal and external sales activities required to move opportunities from lead qualification to close. This includes, but is not limited to:
      • Timely and accurate prospect qualification
      • Completion of RFI/P/Q(s) as requested
      • Sales strategy creation based on needs discovery and MercuryGate’s value
      • Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators
      • Support creation of the customer’s value proposition, identifying the potential, NPV, TCO or ROI associated with products and services
      • Solution and Implementation scope validation, cost estimation and proposal creation and pricing, contract negotiations, and other duties as required.
    • Expose and solve real problems for transportation and logistics professionals and business leaders in new and dynamic ways
    • Support MercuryGate core values and represent MercuryGate in a professional manner
    • Meet and exceed goals and expectations as assigned
    • Timely and accurate use of Salesforce.com according to sales processes or procedures
    • Maintain and grow personal knowledge-base by staying informed on all company products, technology, practices, policies; reading professional publications; maintaining personal networks; participating in professional organizations
    • Identify customer roadmap solution requirements as they may arise and share appropriate level of detail requirements with Product Management / R&D to support design
    • Be a MercuryGate product, technology, operations and logistics domain subject matter expert

    Job Qualifications & Other Requirements

    • Ten + years of B2B application software sales experience, preferably in SaaS sales
    • Five + years selling Supply chain and/or Transportation management software solutions
    • Subject Matter Expert with Shippers in the Logistics & Supply Chain industry
    • Proven track record of consistently exceeding expectations both for the company & yourself
    • High degree of energy and enthusiasm
    • Attention to detail, process oriented, effective time management, and timely follow-up
    • Excellent communication (written and verbal), interpersonal and presentation skills
    • Negotiation and conflict resolution management skills
    • Demonstrated high degree of diligence and accountability with respective results
    • Proficiency in PowerPoint, Word, and Excel
    • Highly motivated, results driven and able to work independently
    • Bachelor's Degree preferred, not required

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