Senior Sales Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the commercial journey for the Supply Chain Agentic Business Process across a designated portfolio of strategic accounts.

• Formulate executive account strategies and cultivate trusted relationships with C-suite executives and senior business and IT leaders.

• Position TraceLink’s Agentic Supply Chain Operating Model, Operating System, Agentic Business Processes, OPUS Agents, and associated solutions.

• Direct executive discovery, strategic account planning, transformation roadmaps, alignment sessions, workshops, and strategy engagements.

• Identify, qualify, and nurture new opportunities within the Supply Chain ABP space.

• Guide customers through the Agentic Accelerator Program and develop mutual action plans.

• Create executive business cases in collaboration with Business Process Architects and Value Engineering teams.

• Formulate expansion strategies and foster long-term strategic partnerships.

• Implement account strategies utilizing WISE insights and analyses.

• Navigate opportunities through the commercial sales process employing the MEDDPICC qualification framework.

• Construct and manage the pipeline, forecasts, opportunity strategies, executive engagement plans, and CRM documentation.

• Maintain pipeline integrity, forecast precision, opportunity advancement, and commercial governance.

• Coordinate cross-functional teams, including ABP Architects, Product Management, Professional Services, Customer Success, Marketing, Channels & Alliances, and executive leadership.

• Conduct internal account strategy sessions and opportunity reviews.

• Collaborate with Track & Trace Customer Account Managers to provide a cohesive One Account customer experience.

• Utilize Track & Trace insights to uncover Supply Chain ABP opportunities and exchange relevant customer intelligence.

• Propel Supply Chain ABP ARR, new customer acquisition, expansion ARR, pipeline coverage, forecast accuracy, MEDDPICC quality, completion of the Agentic Accelerator Program, executive engagement, and WISE adoption.

⛳️ Requirements

• A minimum of 6 years of experience in enterprise software or technology sales.

• Proven track record of successfully selling complex enterprise transformation initiatives to executive stakeholders.

• Demonstrated ability to create new enterprise software businesses and consistently meet bookings targets.

• Experience in leading multi-stakeholder enterprise sales cycles.

• Excellent executive communication, negotiation, and strategic account planning capabilities.

• Familiarity with structured enterprise sales methodologies, such as MEDDPICC.

• Desirable: experience in life sciences, healthcare, pharmaceuticals, or supply chain software.

• Desirable: background in selling supply chain planning, execution, ERP, AI, automation, or digital transformation solutions.

• Desirable: understanding of business process transformation, operational excellence, and enterprise AI.

• Desirable: experience in matrixed global organizations.

• Core competencies in executive relationship development, enterprise solution selling, business transformation, strategic account planning, business value selling, commercial negotiation, MEDDPICC opportunity qualification, pipeline and forecast management, cross-functional leadership, and effective executive communication and presentation.

🏝️ Benefits

• Competitive compensation.

• Benefits (specific benefits are not itemized in the posting).