Inside Account Executive

Location: Scottsdale, Arizona
Date Posted: 06-05-2018
Position Posting -  Inside Account Executive

Optima ECM Consulting is looking to hire a talented local Inside Account Executive for our growing team!

Optima ECM Consulting is an Enterprise Content Management (ECM) consulting services firm, primarily offering solution road mapping, analysis, design and implementation services for the business processes and functions for key departments including finance and accounting, operations, human resources, compliance, legal, and marketing. Optima implements these solutions utilizing the software products and technology from SAP, OpenText, and Taulia. Optima seeks smart and passionate professionals ready to roll up their sleeves. The right candidate will be intelligent, enthusiastic, creative, and above all, a team player.

We offer an exceptional benefits package including Medical and Dental (with full premium coverage for employees), Vision discount plan, Aflac, Health Savings Account (HSA), Company Paid and Voluntary Life Insurance, 401(k) employer match, career path planning, and a competitive vacation and holiday policy! Time away is an important part of a work-life balance for our employees.

Our Background
·         Established in 2009
·         Strategic relationships with industry leaders such as SAP, OpenText, and Taulia
·         Largest singularly focused OpenText/SAP ECM solutions implementer in North America
·         Headquartered in Scottsdale, AZ with an office in Monterrey Mexico
How We Do It
·         Partner with clients to deliver exceptional implementations
·         Provide top-notch service and delivery
·         Hire only the best and brightest and certify them in the solutions we implement
·         Provide continuous training and development

Position Summary

Reporting to EVP of Sales, the Inside Account Executive is accountable for developing pipeline for Sales. This involves developing qualified opportunities from account profiles, qualifying and identifying leads from events and targeted campaigns, and driving qualified leads to Sales. In addition, Account Development is required to promote Optima events to existing customers and new prospects and maintain accurate customer and contact information in CRM.
Candidate will need to do cold calls into the IT and Business LOB’s from C levels to individual contributors. Candidate will need to understand Solution Selling methodology as well as Challenger methodology. Accuracy and detail in reporting is a must.
What you will do:
  • Meet and exceed individual goals set for pipeline and lead generation.
  • Follow up of all incoming enquiries from phone, web, email and events, recording progress in Salesforce.
  • Conduct outbound opportunity development from account profiles.
  • Work with Sales teams and Field Marketing to develop Account Based Marketing plans for given accounts.
  • Conduct outbound opportunity development as part of marketing campaigns and Field Sales Territory Plans: targeting specific personas, engage in opportunity discovery, by phone and email, recording progress and new information gathered about target personas.
  • Promote Optima and Optima partner events.
  • Engage in campaign testing and piloting with selected groups of customers or prospects and provide feedback to Field Marketing and/or Sales.
  • Develop and maintain in-depth knowledge of product services, relevant industry trends, and competition.
  • Participate in relevant Marketing education and stay current with tele-prospecting best practices.

Position Requirements:  
  • Tenacity and targeted focus combined with being fearlessness on the phone.
  • Strong customer empathy and customer service skills.
  • Able to use multiple channels to communicate with an audience: (Telephone, E-mail and Mass E-mail communication usage, Social Media & Web - LinkedIn, Twitter, Skype).
  • Ability to plan a territory of accounts with AE and prioritize calling activity.
  • Ability to digest and understand campaign briefs and their associated enablement information, and to manage multiple campaigns effectively.
  • Ability to formulate productive and trusting relationships with, and communicate regular updates to, sales and marketing stakeholders.
  • Capable of carrying conversations at the C-level down to the individual contributor, selling top-down and bottom-up.
  • Proficiency in with the ability to analyze and report on data.
  • Experience using virtual prospecting tools such as OneSource/
  • Adaptable to change and working in a fast-paced environment
  • Previous experience of demand generation, tele-prospecting, or inside sales in a high technology or consulting company is mandatory. 
  • Knowledge and experience with ECM solutions, Content Management, SAP or OpenText.

Personal Skills:
·      Self-starter
·      Curiosity
·      Creative
·      Great time management
·      Goal oriented
·      Alignment to Optima Core Values:       
Passion for Excellence:
We always deliver quality work for our clients and each other, on time, and to the best of our ability. We don’t cut corners.  
Create Remarkable Client Experiences:
We do the right thing for our clients and we consistently seek ways to add value to their businesses. 
Embrace Change:
We are adaptable, flexible and easily adjust to new and challenging situations.
We are always innovating and enhancing how we do our jobs.
Get it Done:
We count on each other to fulfill every objective we’re given.
Our teammates and clients know they can trust us to get the job done. Period.
Win as a Team:
We are each other’s teammates, mentors and cheerleaders and we support each other along the way. 
We invest in our teams to enhance achievement and create opportunity for growth.
Have Fun!
We love what we do and have fun while we do it!  We celebrate our successes along the way.
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