Account Executive, Regional (Mid-Atlantic)

Job Description

At Calabrio/Verint, we believe customer engagement is the core of every global brand. Our mission is to help organizations elevate Customer Experience (CX) and increase workforce productivity by delivering CX Automation. We hire innovators with the passion, creativity, and drive to answer constantly shifting market challenges and deliver impactful results for our customers. Our commitment to attracting and retaining a talented, diverse, and engaged team creates a collaborative environment that openly celebrates all cultures and affords personal and professional growth opportunities.

Overview of Job Function:

The Account Executive is responsible to drive business in assigned accounts (new and installed as assigned) with a concentration on new add-on business and product expansion across the Mid-Atlantic territory (PA, DE, MD, NJ, DC, VA). 

The AE is expected to identify, drive, and sell Verint solutions and maintain effective account relationships within their assigned territory. The AE is responsible to own and set the account strategy and vision and develop a plan to execute the tactics and strategies necessary to hit both quarterly and annual sales objectives.  This role will also be responsible for establishing and maintaining effective cross functional relationships and interactions with other internal departments such as Pre-Sales, Channels, Sales Operations, Product House and Customer Support to name a few. 

Principal Duties and Essential Responsibilities:

• Execute the Company’s sales strategies and achieve established sales quota in the assigned territory by identifying business opportunities through territory management, target account prospecting, and profiling.
• Responsible to lead all regularly scheduled calls and assign tasks with accountability to the virtual team members.
• Owns the Executive relationships and is responsible for understanding the customers’ business needs and direction.
• Be up to speed with all current events within the account, understand the political landscape, be able to manage relationships at all levels, and be able to map our solutions to help them meet their business objectives.
• Develops and owns the overall sales pipeline and is responsible for both closing and prospecting into Verint’s top accounts.
• Effectively conducts interaction with accounts at all levels; face-to-face calls, conference calls, WebEx, and email communications.
• Thoroughly assess the customer’s needs and present the appropriate solution, utilizing the region’s Solutions Engineer(s) as needed.
• Serves as a focal point for customer support issue escalation and maintains high levels of customer satisfaction and loyalty with customers.
• Provide effective sales presentations and product demonstrations to assigned customers and prospects.
• Maintain effective relationships with established customers and develop strategies to maximize revenue opportunities through increased portfolio usage.
• Provide the sales management team with accurate and timely reporting of activities including weekly and monthly sales forecasts, the status of the sales pipeline, and results of prospecting activities.
• Provide routine and accurate updates to the Company’s sales database with account activity and status.
• Maintain a comprehensive and ongoing knowledge of Verint products and technology, as well as industry trends.

Requirements

• Bachelor's Degree or equivalent work experience
• Five (5) years of sales experience and success in selling high-value, complex, and long sales cycle enterprise software and/or high-value services.
• Proven and successful sales track record of quota attainment
• Must be able to effectively prospect and identify business opportunities, conduct needs analysis, and present and close solutions sales to targeted accounts.
• Effective and Professional presentation and communication skills, both written and verbal are required with the ability to penetrate and establish relationships with customer’s senior-level executives.
• Must possess excellent negotiation and closing skills with the proven ability to qualify prospects from both an operational and financial standpoint 
• Travel approximately 50-75%.
• Successful completion of a background screening process including, but not limited to, employment verifications, criminal search, OFAC, SS Verification, as well as credit and drug screening, where applicable and in accordance with federal and local regulations
• The ability to obtain the necessary credit line required to travel

Preferred Requirements:

• Working knowledge of value-added ROI business process sales engagements/tools
• Knowledge of Workforce Management, and /or CRM/ERP software background desired

Benefits

Benefits:  

You've learned about what you'll be doing, here are some of the benefits you'll be getting when you join Calabrio: 

• Global team recognized for their passion and innovation 

• Innovative product culture and project exposure 

• Training and development from industry-leading experts 

• Cutting edge benefit programs that include: 401(k) with company matching; medical, dental, and vision insurance; disability and life insurance; flexible PTO; paid holidays and parental leave; tuition reimbursement and more 

• We offer market competitive pay and benefits based upon the candidate’s skills, experience, and qualifications. Starting rate of pay for this salaried position is targeted at $110,000. 

Calabrio People are: Open, Clear, Ambitious, Accountable, Collaborative, Consistent 

What we value most…workplace diversity and ensuring an environment of mutual respect.  We believe that diversity and inclusion are critical to our success, and we are proud to be an equal opportunity employer. Our commitment is to continue to keep our people healthy, focused, and inspire creativity.  Our team members are offered comprehensive benefits for various life circumstances and needs, great opportunities for career development, and a balanced work-life to achieve personal and professional success (all benefits are subject to eligibility requirements). As an Innovator with Purpose, you’ll feel motivated and genuinely excited to come to work! 

Calabrio celebrates and fosters a culture that thrives on diversity. We are an Equal Opportunity Employer that prohibits discrimination and harassment of any kind. We provide employees with a work environment free of discrimination and harassment. All employment decisions at Calabrio are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status, parental status, or any other status protected by the laws or regulations in the locations where we operate. We celebrate the >40 nationalities of team members that contribute to our success. 

We recognize diversity comes in many forms, to foster an inclusive hiring experience any applicants who qualify under the Americans with Disabilities Act, as amended, or applicable state law, who are unable to comply with Calabrio’s application process due to their disability may be eligible for a reasonable accommodation. Request for accommodation in the application process can be made by emailing [email protected]. An applicant requesting accommodation may be required to provide support for the requested accommodation. Calabrio will only share information concerning an applicant’s requested accommodation with those individuals who have a specific need to know such information. 

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