Note: The job is a remote job and is open to candidates in USA. Tenna is a company that empowers customers to control their mixed assets on a comprehensive platform. They are seeking a highly motivated Regional Account Executive to drive new business acquisitions in specific geographic territories, focusing on selling and closing deals with potential customers.
Responsibilities
- Owns the acquisition of and closes new business for specific assigned geographic territories and/or states
- Confidently sells to C-level executives, VPs, and Field-Based Employees. Adjusts talking points and strategies depending on the persona
- Reports to and collaborates with sales leadership and supporting sales teams to align new business acquisition strategies and pipeline
- Utilizes and understands the 'zippered' approach to sales and uses it appropriately
- Actively and aggressively prospects potential new customers. Follows up on touchpoints in a strategic and diligent manner
- Initiates and cultivates relationships with prospective customers via phone, email, attending tradeshows, industry-specific events, and conferences
- Successfully creates and executes an outreach micro-strategy for each potential new customer
- Strategically plans the cadence of and tracks the number of touch points for each prospect
- Leads in-person or virtual product demonstrations with prospective customers
- Drafts proposals, quotes, and contracts in accordance with Tenna’s procedures
- Negotiates contracts and closes deals by developing a thoughtful micro-strategy for each prospect
- Creates outbound email communications using CRM software and analyzes results
- Consistently delivers revenue growth that meets or exceeds quarterly business plans and forecasts
- Effectively leverages cross-functional internal resources to close new business
- Understands strategic selling, remains focused, and sticks with Tenna’s sales strategy
- Understands the product and prospective customer inside and out. Can clearly and concisely articulate the value of the product to prospective customers
- Uses travel often as a strategic method for prospecting, networking, and selling. Travels to and meets with prospective customers onsite to advance the sales process
- Stays abreast of all industry-specific trends and market-related shifts by participating in associations, attending webinars, events, etc
Skills
- 3+ years' experience selling enterprise software to construction or related industries. Demonstrated success in Enterprise SaaS sales
- 7+ years' experience successfully facilitating all aspects of the sales cycle with a specific focus on initiating and cultivating relationships with prospects, contract negotiation and closing
- 7+ years' experience conducting targeted searches and queries to fully research, qualify, and convert qualified sales leads
- Strong experience selling to and speaking with C-level Executives, VPs, and Field-Based Employees
- Strong experience in quota-carrying roles delivering consistent revenue growth that meets or exceeds quarterly business plans and forecasts is required
- Strong experience travelling often as a strategic method to prospect, network, and sell - up to 70%
- Must possess excellent verbal communication skills, specifically around negotiations, public speaking, and presentations
- Understands prospective customers' needs within a complex buying organization
- Strong negotiation skills. Knows how and when to ask for the order
- Deadline-driven and detail-oriented
- Bachelor's Degree in Marketing, Communications, or other business-related majors is strongly preferred
- Experience using Salesforce and HubSpot is strongly preferred
- Experience leading virtual and in-person product demonstrations via WebEx, Zoom, etc
Benefits
- Opportunities for growth and personal development within a highly dynamic team.
- Location: Remote. Candidate must reside in or be willing to relocate to Central CA (Fresno, Kern, Kings, Tulare, Merced, Monterey, San Benito, San Luis Obispo, Santa Barbara, Los Angeles, and Ventura counties)
- Travel is required, up to 70% (within California)
- Robust, low-cost benefit packages offered.
- Benefit coverage begins on the first date of employment.
- Paid Time Off and Volunteer Time Off offered.
- 401k match.
- Dependent Care offered.
Company Overview
Tenna is the construction technology platform powering equipment fleet operations. It was founded in 2015, and is headquartered in Edison, New Jersey, USA, with a workforce of 51-200 employees. Its website is https://buildsourced.com.