Account Executive, ECM

This is a fully remote position, open to applicants in Iowa, +5 more states.

📋 Description

• Take ownership of and expand an assigned Midwest territory through both acquiring new logos and growing existing client accounts.

• Create and implement a strategic territory plan to ensure a steady pipeline and meet annual sales objectives.

• Conduct at least 10 impactful sales meetings weekly, utilizing both virtual and in-person engagement.

• Identify and cultivate opportunities within state and local government, education, and other designated markets.

• Lead consultative discussions to uncover client challenges, business processes, technology landscapes, and desired outcomes.

• Position and promote Laserfiche, ECM, workflow automation, professional services, and additional MCCi solutions.

• Effectively communicate and showcase solutions to both technical and non-technical stakeholders.

• Navigate intricate sales cycles that involve various stakeholders, procurement processes, budget considerations, and executive decision-makers.

• Foster long-term client relationships, acting as a trusted advisor.

• Work collaboratively with Sales Engineering, Client Success, Professional Services, Marketing, and other internal teams on account strategies.

• Ensure accurate tracking of opportunities, pipeline, activities, and forecasts within the CRM system.

• Provide dependable sales forecasts with a target variance of no more than 10%.

• Engage in weekly discussions regarding pipeline, lead sharing, and account strategies.

• Effectively demonstrate key MCCi products and solutions within the first 90 days.

⛳️ Requirements

• A bachelor's degree or equivalent relevant professional experience is required.

• Demonstrated success in consultative, solution-oriented B2B sales.

• Experience in selling software, SaaS, ECM, document management, workflow automation, or related technology solutions.

• Experience in selling to state and local government, education, or similarly complex organizations is highly preferred.

• Familiarity with Laserfiche or a comparable ECM platform is strongly preferred.

• Proven ability to prospect, build a pipeline, manage a territory, and close complex sales opportunities.

• Excellent presentation, discovery, negotiation, and relationship-building capabilities.

• Proficient in communicating effectively with technical, operational, financial, and executive stakeholders.

• Strong organizational skills along with disciplined management of CRM and pipeline.

• Self-motivated, accountable, and adept at working in both remote and field-based settings.

• Willingness and ability to travel approximately 50% of the time.

🏝️ Benefits

• Flexible work environment that includes remote and field-based opportunities.

• Approximately 50% travel required for the field-based sales position.

• A collaborative team atmosphere.

• Webcam-enabled collaboration and inclusion of remote team members.

• A comfortable dress code.

• A workplace that values inclusivity and is committed to diversity.

• Equal opportunity employment.