Senior Territory Account Executive

Role Title:
Senior Territory Account Executive

ECLARO:
 A quick Summary

ECLARO is an award-winning professional services firm headquartered in New York City and operating in the U.S., Canada, UK, Ireland, Australia and the Philippines. We are dedicated to a singular purpose: providing the Right People to meet every client's needs and solve business challenges through strategic staffing, permanent placement, custom outsourcing & offshoring. Utilizing our proprietary TRINIT-E Service Maturity Model, we help clients implement programs to promote innovation, automation and process improvement.

About the Role:
As a Manila-based sales team member, you will manage relationships with a group of high-value customers and prospects with a pure focus on Government accounts to develop and maintain the business while exceeding your sales targets. You will work closely with Sales Engineering, Channel, and Marketing team members.

What You Will Do

• Actively create and pursue leads and opportunities in the stated territory with the goal of selling solutions to achieve and exceed agreed sales targets.

• Qualify opportunities identified through research, internal sales teams, specific marketing campaigns, procured databases, reseller databases, and incoming evaluations to determine the size, value, structure, and business issues, and decide whether the opportunity should be pursued.

• Manage renewal, cross-sell, and new logo opportunities within the government sector in Philippines

• Build relationships with key customer stakeholders, including C-level customer representatives.

• Build relationships with key channels and partner organizations within your territory.

• Identify customers' solution requirements and engage Sales Engineering, Marketing, and Channel teams to provide support throughout the sales cycle.

• Maintain dedicated weekly adherence and commitment to the CRM of choice (Salesforce) in line with the cadence set by management reporting and forecasting standards.

• Provide accurate sales forecast information at all times to sales management.

• Collaborate with the team and contribute to the development of other team members through coaching and, when appropriate, upskilling them.

• Attend corporate and marketing events to promote to existing and potential customers. Limited travel may be required occasionally to attend out-of-state events or internal sales training.

• Establish and maintain support mechanisms to make the easiest and preferred vendor to work with, actively removing barriers to that goal and driving a positive impact on customer satisfaction.

• In partnership with existing teams, drive customer satisfaction and identify additional business opportunities for whenever possible.

What You Will Bring

• Preferably degree-educated or equivalent

• 5-10 years of software/hardware sales experience (preferred)

• 3-5 years of direct government selling experience is a must

• Cybersecurity domain knowledge (preferred but not mandatory)

• Experience influencing senior decision-makers (C-level)

• Proven ability to develop and execute account and opportunity plans

• Expertise in managing the entire sales process, including customer acquisition, development, and retention

• Account management experience with high-value accounts

• Accurate sales forecasting experience in a reseller-based business model

• Strong conflict-handling and resolution skills

• Experience selling into complex organizational structures, including multi-level selling

• Understanding of licensing and renewal dynamics

• Ability to create and deliver presentations to C-level audiences

• Direct and Channel selling experience

• Usage of SFDC and other sales-related tools