Account Executive - job 1 of 2

As an Account Executive at Ivalua, your main responsibilities include exceeding annual sales targets, developing enterprise account plans, and prospecting net new enterprises within the Eastern US region. You will engage with C-level executives to present our value proposition and orchestrate efforts to drive deals to closure, ultimately contributing to Ivalua's goal of revolutionizing supply chain management.

Candidates for the Account Executive position at Ivalua should ideally have a university degree in Marketing or a related field, along with at least 5 years of direct enterprise software sales experience. A deep understanding of procurement or supply chain domains and a proven track record of exceeding sales quotas are essential for success in this role.

Success as an Account Executive at Ivalua relies on a strong combination of interpersonal skills and financial acumen. You should be adept at managing multi-stakeholder sales processes, building relationships across various organizational levels, and identifying client pain points to deliver tailored solutions. Consistent execution of the Enterprise Account Plan, coupled with strategic prospecting and engagement, will lead to meeting and exceeding your sales targets.

Ivalua fosters a hybrid working model, allowing Account Executives to enjoy a balance of in-office collaboration and remote flexibility. You'll be part of a dynamic team that values innovation and creativity, offering opportunities for professional development, social events, and a collaborative atmosphere that promotes diversity and inclusiveness.

The salary range for the Account Executive position at Ivalua is between $97,500 and $162,500, depending on experience and skills. Additionally, Ivalua provides an uncapped commission plan and a competitive benefits package, including medical, dental, and retirement options, to ensure a rewarding career for our employees.

Effective prospecting strategies include leveraging existing networks, utilizing social media platforms like LinkedIn, and researching potential clients to understand their needs better. Tailoring your outreach to speak specifically to the unique challenges each prospective company faces can significantly increase your chances of success.

Handling objections involves active listening and empathy. Acknowledge the prospect's concerns, ask clarifying questions to fully understand their hesitations, and then respond with relevant solutions and evidence to counter their objections. It's crucial to keep the conversation focused on the value that Ivalua's solutions bring to their business.

When discussing a successful sales experience, be sure to highlight the steps you took from identifying a prospect to closing the deal. Emphasize how you tailored your approach to address specific needs, the strategies you used to engage stakeholders, and any obstacles you overcame to achieve your sales targets.

Effective account planning involves creating a detailed strategy for each client, including understanding their business objectives, pain points, and competitive landscape. Share your methods for developing account plans, aligning cross-functional teams to support the strategy, and regularly revisiting and updating these plans based on new information or business shifts.

Maintaining client relationships requires regular check-ins, sharing valuable insights, and being proactive in addressing any issues that arise. Discuss any tools or strategies you implement to stay in touch with clients and ensure that they are aware of new solutions or improvements that could benefit their overall strategy.

Ivalua is known for its innovative spend management solutions and commitment to sustainability, which resonates with my values. I admire how Ivalua empowers organizations to improve efficiency while fostering collaboration with suppliers. Expressing genuine enthusiasm for the company's mission and contributions will be impactful.

Prioritization as an Account Executive involves assessing immediate sales opportunities while balancing long-term account management responsibilities. Discuss how you utilize tools for organizing tasks, setting deadlines, and ensuring that you focus on high-impact activities that drive revenue.

Key metrics for measuring sales performance include quota attainment, pipeline growth, and conversion rates. Being able to articulate the importance of these metrics along with how you use them to assess your strategies and enhance performance provides a solid foundation for your sales philosophy.

Staying informed about industry trends involves following relevant publications, engaging in professional networks, and attending industry events. Demonstrate your commitment to continuous learning and adapting to changes within the procurement and supply chain sector.

Teamwork in sales is about open communication, sharing insights, and collaboration. Discuss instances where you successfully worked with cross-functional teams to achieve common goals, showcasing the importance of perspective-sharing and support in closing deals effectively.