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Enterprise Account Executive

About The Company

The senior living market is experiencing several challenges: increasing acuity of resident care needs, staff shortages, and rising demand by resident families for communication and transparency. Icon provides a SaaS and mobile platform for delivering wellness solutions for senior living communities that improve the lives of residents, staff, and families. Our Enterprise Account Executives are front-line, customer-facing individual contributors responsible for executing business development strategies to cultivate territory, acquire new customers, drive revenue growth and expand Icon’s footprint within the senior living market.

About The Role

As an Enterprise Account Executive for Icon, you will expand our sales efforts by taking our products and new features to market. You will drive new revenue and deliver world-class support by educating CCRCs and Memory Care Facilities across the industry about our products. This SaaS sales position requires as much expertise with client communication as it does with internal collaboration, learning, iteration and rigor. Growing our sales organization requires talent that embraces the entrepreneurial nature of our business, who also have the business savvy to know what’s right for our customers and our company long-term.

As an Enterprise Account Executive, you will:

● Develop viable sales strategies and account plans that enable you to achieve monthly and quarterly revenue milestones in line with designated targets
Qualify prospective customers, and develop new sales opportunities and ongoing revenue streams. Demonstrate the prioritization of prospect engagement so that we are engaging with decision makers when a need exists and are then putting forth the right efforts that result in closing business
Deliver compelling product demonstration to decision making stakeholders that result in a progression through sales stages. Identify where in each customer’s environment Icon products will drive ROI and improved outcomes for the residents within set facilities. Have the ability to present the benefits Icon products provide against other competitors in the market
Act as a trusted advisor to customers by understanding their existing and future IT roadmap to drive adoption of Icon Products within the marketplace

Leverages the direction of sales and marketing leadership to continue to grow new pipeline opportunities on a quarterly basis

Utilize marketing resources to create and manage a high-volume of sales pipeline that are then processed through effective sales plan execution.
Lead the POC process by documenting key success criteria agreed with the customer
Manage full-cycle sales process through qualification, needs analysis, product demonstration, negotiation, and close
Negotiate and establish terms and conditions of agreements in a way that sets the client and Icon up for success
Drive the adoption of Icon solutions into the existing customer base
Maintain rigorous SalesForce.com hygiene that enables accurate forecasting of opportunities in the pipeline.
Meet/exceed monthly and quarterly pipeline and revenue goals
Maintain relationships and rolling four quarter view of all accounts to better understand and forecast revenue, renewal and upsell opportunities

Qualifications

Bachelor’s degree required
A minimum of three years of relevant work experience in Enterprise Selling, B2B SaaS experience is preferred
Proficient in Microsoft Excel, Word and PowerPoint
Experience working with CRM platforms (i.e. Saleforce.com, HubSpot)
Attention to detail
Ability to turnaround high-quality work quickly
Travel up to 20%

Attributes

Desire a career in Enterprise Sales at a fast-paced and dynamic growth company
Proven ability to build a sales pipeline through effectively hunting, prospecting, cold calling, networking, and lead generation activities
Self-starter, success-driven, tenacious and organized
Ability to collaborate and work effectively with sales and marketing teams
Ability to lead a cross-functional selling effort
Have a strong desire to grow personally and professionally
Comfortable with ambiguity in a startup culture
Be adaptable and nimble with your resources

●Evidence of success under minimal supervision, learning complex concepts and domains quickly
Client-ready presence and communication skills

Expected Outcomes

Deliver against quarterly sales objectives and revenue targets
Build a book of business that support growth objectives for the following year
Position yourself for professional growth by taking on larger deals and strategic initiatives

Featured Benefits

Please send your resume and cover letter recruitment@goicon.com. Thank you!

177 Huntington Ave Ste 1703
PMB 20577
Boston, Massachusetts 02115-3153 USA

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