Account Executive
Posted on: 13 Oct 2021
Los Angeles, CA
Job Description
Responsibilities
· Build and maintain a strong understanding of the product and services associated with the ActiveDisclosure product line.
· Develop and maintain relationships with sales delivery team members including Regional Managing Directors, field Sales Executives, and Account Managers within your territory.
· Prospect and qualify sales leads, coordinating as required with the DFIN field sales team.
· Manage and track sales opportunities and forecasts within Salesforce.com, providing reports to the Director of Sales as requested.
· Manage a complex sales cycle, starting with the needs assessment process for each prospect, identifying pain points and determining the fit for our solutions.
· Identify various buying roles within each prospect account and develop a suitable sales execution plan.
· Educate prospects on the value of an ActiveDisclosure solution and how it addresses their needs.
· As needed, engage the Implementation team at the appropriate stage of the sales cycle to assess technical needs and prepare an implementation plan.
· Prepare and deliver sales quotes to the prospect.
· Work with Sales Executives to successfully close opportunities.
· Coordinate with the Post-Sale and Services team to hand off new clients.
Qualifications
· 5 - 7 years of quota carrying, technology based sales experience.
· Proven track record of B2B solution selling with demonstrated ability to sell to all levels of management up to, and including, the C-suite.
· Experience in meeting and exceeding quotas or annual sales targets of at least $2M.
· Experience tracking a sales pipeline using sales automation software (Salesforce.com preferred).
· CPA highly desired but not required, experience selling to the CFO’s office also encouraged.
· Proven ability to sell enterprise software licensing and/or projects in the $50-500k range with yearly results of $2M or greater.
· Ability to prospect, develop and close software opportunities.
· Thorough understanding of the enterprise software needs of finance and compliance teams.
· General understanding of the financial and/or regulatory disclosure process.
· Strong verbal and written communication skills with a focus on negotiation, needs analysis, positioning, business justification, and closing techniques.
· Superior presentation skills.
· A broad understanding of the financial close process and the SEC filing process is desired.
· An in-depth understanding of the technology used by public companies for external reporting.
DFIN
Chicago, IL
Donnelley Financial Solutions (DFIN) is a global financial compliance company based in Chicago, Illinois, United States. The company provides software as a service (SaaS) products, software-enabled services (SeS), print, SEC and distribution solutions[buzzword] to public and private companies in global capital and investment markets.
Donnelley Financial Solutions (DFIN) is a leader in risk and compliance solutions, providing insightful technology, industry expertise and data insights to clients across the globe.
Since 1983, we’ve been committed to delivering the best possible service and solutions to our clients. This commitment has taken us from our roots as the financial division of RR Donnelley & Sons to where we are today — revolutionizing regulatory and financial technology to better meet the needs of clients.
Our Values
Our values enable us to make a positive impact on our employees, clients and shareholders.
Purposeful Agility
We navigate constantly changing market conditions in order to help our clients succeed.
Collective Genius
We create the best solutions by leveraging diverse perspectives, sharing knowledge, and fostering an inclusive environment in which all voices are heard.
Uncompromising Integrity
We adhere to the highest standards of integrity, quality and transparency in all that we do.
Bold Action
We are confident and willing to push boundaries to pursue innovative and unconventional solutions.
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IndustryInformation Technology
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No. of Employees2,500+
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Website
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Jobs Posted20
