Account Executive
- Position Account Executive
- Reports to CEO, initially
- Location Denver, Colorado
- Remuneration & Benefits Commensurate with skills and experience.
- Commencement Date Immediate
About Switch
Switch Automation is a leader in the rapidly growing smart building industry, with headquarters in Denver, Colorado and offices in Sydney, Australia; Manila, Philippines and Lviv, Ukraine.
Switch was founded with an ambitious goal to radically improve the way we operate buildings—to make a lasting, positive impact on our environment; and in recent years Switch has untethered some of the largest Fortune 100 companies from legacy building management technologies by delivering the world’s only end-to-end monitoring and management platform. It’s an especially exciting time at Switch, as the Internet of Things (IoT) and the smart building market matures, and Switch establishes itself as the premier smart building solution.Role
The primary responsibility of the Account Executive is to develop opportunities for revenue growth in the U.S. market working with the sales and marketing team and in close collaboration with engineering team. This role is for you if you are looking for a company that wants to win – think: global domination of the smart buildings industry. You are excited to come to work every day and collaborate with a team that works hard, plays hard and is solving a hard problem. You know that you have an important role and the company is depending on you to drive sales and successful customer relationships. You’re driven to get up every morning and go find those customers that are bucking the trend – the top 1% of building owners and operators who don’t want to do business as usual. You are thrilled to join a team where every single member is pulling toward one single goal – to make buildings smarter, so they make less of an impact on our precious planet. You will move heaven and earth to do your part to the best of your ability – you refuse to go home before you’ve contributed to our team effort every single day.Areas of responsibility
- Identify, prioritize and target the key accounts with greatest potential for conversion and successful implementations of the Switch Platform
- Actively drive the sales process from introductory calls and meetings (net new sales) through post-sales (customer satisfaction, upselling and renewals)
- Take responsibility for improvements in sales process with a view to drive more opportunities into the pipeline, faster conversion of opportunities and maximize the growth potential of existing customers
- Quickly develop expertise in identifying customer pain points, establishing key customer needs, recognizing how Switch can add value and articulating how Switch can meet those needs to benefit the customer
- Develop a deep understanding of smart building technologies and architectures in order to understand and meet customer technical requirements
- Develop the competencies to make persuasive presentations, including demonstrations of the Switch Smart Building Platform to prospective customers, partners and influencers
- Develop a deep understanding of the Switch software and our suite of products
- Increase your network and our brand recognition by attending industry events and actively participating in relevant associations
- Actively manage the technical sales process through various stages, including program evaluations, reviews and tests
- Respond effectively to RFIs/RFPs using the library of standard responses developed by the sales and marketing teams, contributing to new questions or content as required.
- Meticulously manage all customer company, contact and opportunity details in the company CRM system
- Constantly stay up to date on the industry, the competitive landscape, the Switch Platform and all ancillary technologies through ongoing personal development
- Learn and develop all technical and supporting systems used by the broader Switch team and specifically the Switch sales team
- Foster and promote fellow team members by sharing information, education, learnings and introductions
- Manage quality customer engagement to effectively usher leads through the sales process
Key Performance Measures
- Consistently meet or exceed sales revenue quota
- Source and record the required deals to develop the pipeline
- Provide accurate and timely sales forecasts, together with managing debtors where required
- Record all sales activities in CRM in a timely manner
Qualifications
- Proficient with time management skills to prioritize deal creation, meaningful meetings and progressing the lead through the sales process
- Work effectively with marketing, engineering and other colleagues to grow the business
- Must be creative, persistent and organized to drive the pipeline via personal outreach, leveraging personal networks, research and mining of Switch resources such as CRM and inbound leads
- Must understand and demonstrate knowledge of the ratio and risk/reward between number of opportunities and the achievement of quota (e.g. not relying on 1 big deal to meet quota)
- At least 2 years of experience in a previous business development or sales role
- Experience in SaaS sales or the real estate industry is a plus
- Proficiency in various software tools including Microsoft Office, CRM tools, marketing automation software (such as Salesforce, HubSpot, Marketo), email
- Must be able to demonstrate an excellent adoption of new technologies
- Must be able to grasp new and complicated technical information
- Excellent problem-solving skills
- Clear and effective communication and organization skills both written and oral
- Must be proficient at conflict resolution
- Demonstrated ability to interpret business goals into day-to-day work requirements
- Accuracy, attention to detail and highly organized
- Ability to work in an unstructured environment, driving results without continuous supervision
- Flexibility for an environment that is subject to change
- Demonstrated drive for success and career progression
- Keen interest in IoT, smart buildings/cities, and sustainability in buildings
- Self-motivated and demonstrated interest in continuous learning and self-improvement – in all aspects of life – professional, personal relationships, health and fitness, learning and skills