Account Executive Software Sales / SWS4537

Sales/Retail/Business Development Email this job to a friend View all Sungard Availability Services jobs Account Executive Software Sales / SWS4537 Position Description:Alternate Locations: Irving or Austin, TexasTerritory: South Central Primary Emphasis:The Software Sales Account Executive provides software sales focus to new and existing accounts working as on overlay representative to the core SAS sales team. Through prospecting, lead followup and existing software customers, the SSAE discovers critical business issues driving software requirements. The SSAE has an ability to understand the big picture and successfully positions solution strategies, product demonstrations and presentations appropriately. The SSAE works with other Software team members and Sales Support and must be able to give a hands-on demo of the software suite. Is responsible for a specific geographic territory and has established personal and team goals to meet on a monthly, quarterly and annual basis. Gathers competitive data from the client landscape and crafts product positioning with Product Marketing. Responsibilities:• Direct responsibility for the identification, contact, qualification and development of viable new/existing accounts for SAS software products and services within a geographic area to meet a specific sales target• Manage the prospecting development, reporting and execution for software accounts • Manage the communication and internal coordination of SunGard sales support infrastructure: sales, support, Operations, Legal, Contract Admin and executive team to insure customer education and satisfaction• Manage the on-going need to understand inter-related technologies that exist and keep current on new options as the business technologies expand and change• Responsible for the development, execution and delivery of quality solution focused client presentations at a “C” level• Responsible for the initiation, arrangement and attendance for software product demonstrations as needed• Assist with the successful seamless transition of clients from new sales to strategic/new sales management team• Develop and maintain strong relationships with clients throughout the sales cycle• Maintains knowledge required for detailed product demonstration and customized presentations• Can position product in a feature, function, benefit to customer needs • Persuade customer to make a decision/recommendation for SunGard’s product• Positions sales support & SAS Sales in determining correct product approach from prospecting to closing • Provide customer with technical product advice during pre-sales activities, reviews same with team• Software knowledge transfer/positioning sessions with new hires within assigned territories (AE’s, SME’s and SSE’s) • Assist with RFP responses• Participate in trade show and other product events • Gather product enhancements requests and provide formal feedback to marketing and development• Gather competitive strategies and prepare effective counterstrikes.• Maintain a client reference database for softwareNature and Scope:• Ability to communicate effectively with team, gathering and giving information as needed.• Ability to work closely with field sales management and consulting to drive the SAS continuum with all clients• Effective at ascertaining client critical business issues and matching needs with our software products/services, and devising strategy with prospects and clients• Ability to develop rapport and a relationship with people of diverse personalities, backgrounds and job descriptions• The tasks require patience and flexibility to respond to a dynamic work environment where technical requirements analysis and qualification of accounts are ongoing• This job requires up to 50% overnight travel Qualifications:Knowledge and Skill Requirements:The incumbent should have the following business and technical experience:Educational Requirements:• College degree or equivalent work related experience with a minimum of H.S Diploma or GED required.Business Experience:• The successful candidate will have five years proven track record of selling software within a large technical account environment: proven expertise in application software, consulting and hardware/software solution sales highly preferred• Exceptional ability to motivate and influence key contacts and decision makers required with strong presentation preparation and delivery skills• Proven talent for making effective cold calls to target companies • Proven expertise to develop relationships from a cold call or networking activity • Proven ability to listen, extrapolate information and leverage resources to effectively provide solutions to customer needs• Excellent ability to communicate at all levels within an organization required with strong presentation skills• Ability to effectively learn technical products, services and solutions and readily apply new knowledge required• Proficiency in Windows based applications (WORD, EXCEL and Power Point) highly preferred, understanding of database structure required• Previous Business Continuity planning concepts a plusOther Skills:• "Creditworthiness" and ability to use a personal credit card for all reimbursable expenses is required• Demonstrate customer focus by meeting and continuously exceeding customer expectations • Teamwork and interpersonal savvy are critical for the position because of the various external and internal interfaces within the organization• Stay focused and persistent to introduce SunGard products and technologies to target accounts with incumbent competitive products • Excellent time management skills with ability to handle pressure and prioritize under stress while meeting all client and team deadlines • Ability to work with minimal supervision to meet individual and team goals • Strong analytical (able to verbalize needs assessment and requirements definition) and strong creative design problem solving skills• Capable of communicating technical issues to business people, and business issues to technical peopleSUNGARD IS AN EQUAL OPPORTUNITY EMPLOYER, M/F/D/V