Sr Account Executive

As a Senior Account Executive at Ivalua, you will be responsible for exceeding annual sales targets, developing enterprise account plans, and engaging with C-level executives to drive the sales process from prospecting to closure. You'll also need to accurately forecast sales, maintain records in our internal systems, and collaborate with internal teams to build customer strategy plans.

To qualify for the Senior Account Executive role at Ivalua, candidates should have at least 7 years of direct enterprise software sales experience, preferably in procurement or supply chain domains. A consistent track record of achieving sales quotas, multi-stakeholder sales cycle management, and the ability to prospect new accounts is essential.

The work culture at Ivalua for Senior Account Executives is collaborative and inclusive. Employees enjoy a hybrid working model, regular social events, and a focus on professional development. The company is recognized for its outstanding leadership, career growth opportunities, and a dynamic team environment, enhancing creativity and productivity.

Yes, Ivalua offers an uncapped commission plan for Senior Account Executives, making your earnings potential directly tied to your performance. In addition to a competitive base salary, this structure provides you with the opportunity to significantly increase your overall compensation based on your sales achievements.

Ivalua is committed to employee growth, offering exceptional training programs and career development initiatives for Senior Account Executives. The company prioritizes fostering an environment where individuals can unlock their full potential, ensuring that your career trajectory is well-supported and continuously evolving.

When answering this question, detail your relevant experiences, highlighting specific achievements and how you've successfully navigated complex sales processes. Provide metrics where possible, such as sales quotas exceeded or key accounts acquired, to demonstrate your effectiveness in similar roles.

Discuss your methods for identifying and targeting potential new accounts, including your use of market research, networking, and leveraging existing relationships. Emphasize a structured approach that includes setting goals and tracking progress towards establishing valuable connections.

Explain the importance of understanding the executives' business challenges and aligning your solutions to address them. Share specific techniques for building rapport and communicating the value proposition effectively, such as industry insights or case studies that highlight relevant success stories.

Highlight the collaborative nature of your sales approach, detailing how you involve internal resources and cross-functional teams to deliver comprehensive solutions to clients. Emphasize the importance of leveraging diverse perspectives to enhance sales outcomes and client relationships.

Use the STAR method (Situation, Task, Action, Result) to effectively convey your experience. Discuss the complexities involved in the sales cycle, the strategies you implemented to address challenges, and the ultimate outcome of your efforts.

Discuss the tools and methods you utilize to monitor your performance, including CRM systems, pipeline reports, and performance indicators. This will demonstrate your organizational skills and commitment to maintaining accountability in meeting sales targets.

Showcase your knowledge about Ivalua’s procurement solutions, explaining how they help organizations streamline their supply chain processes. Illustrate the benefits such as cost savings, improved efficiency, and enhanced supplier collaboration, aligning those with the clients' potential needs and challenges.

Describe your approach to objection handling, emphasizing active listening, empathy, and employing objection-handling techniques. Provide examples of past experiences where you successfully turned objections into opportunities, demonstrating your problem-solving skills and client-focused mindset.

Reflect on both intrinsic and extrinsic motivators, such as achieving goals, competition among peers, building lasting client relationships, and contributing to the team. Emphasize how these motivators drive your performance and align with Ivalua's mission.

Discuss your goal-setting process, action plans, and the strategies you’ll implement to succeed in hitting your targets. Emphasize the importance of understanding market dynamics, leveraging relationships, and continually refining your sales techniques.