Strategic Account Executive

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

📋 Description

• Surpass the designated quota on both a quarterly and annual basis.

• Enhance ARR for current accounts while ensuring profitable revenue generation for new clients.

• Cultivate trusted partnership relationships across various divisions and levels within assigned accounts.

• Coordinate account strategies for designated prospects/customers, including action plans that outline how the Account Executive, with the support of the broader team, will achieve their commercial goals.

• Facilitate stakeholder mapping plans for all key accounts, identifying essential Supply Chain targets throughout the enterprise and developing strategies for relationship establishment.

• Collaborate with the Value Delivery team to comprehend customer SOPs, align FourKites solutions with them, and articulate the value our solutions can provide.

• Work closely with the Regional Sales VP, Services, Product personnel, etc., to formulate pricing strategies that will drive profitable growth for assigned accounts.

• Maintain a close working relationship with the assigned Customer Support Representative (CSM) team to ensure alignment and ongoing collaboration regarding strategic account goals.

• Utilize SDR personnel (inside sales) to enhance outreach activities with assigned customer targets.

• Clearly convey “go to market” strategic initiatives for assigned accounts and ensure all supporting stakeholders across the enterprise are aligned with the Account Executive’s plans for the subject account.

• Leverage FourKites’ internal AI tools to optimize productivity and enhance customer-facing activities.

• Regularly update Salesforce (at least weekly) to ensure all qualified deals and target accounts are consistently updated with relevant deal specifics (action plans, close dates, revenue, etc.) and account plans and strategies.

⛳️ Requirements

• A minimum of 5+ years of experience selling enterprise supply chain software solutions to Fortune 1000 customers across various verticals.

• Proven track record of consistently exceeding sales targets throughout your career.

• Strong "hunter" capabilities that enable the Account Executive to successfully secure new business with assigned prospect accounts.

• Robust "Account Management" skill set that empowers the Account Executive to develop strategic plans for expanding market share with existing accounts.

• A history of building key coaching and executive sponsor relationships to facilitate successful transactions and foster “win/win” partnerships.

• Experience in complex selling to support the objectives of marketing FourKites solutions to diverse stakeholders across different segments of the supply chain, such as Transportation, Logistics, Execution, Planning, International, Finance, Operations, etc.

• Excellent verbal and written communication skills.

• Willingness to travel 25% or more of the time.

🏝️ Benefits

• Medical, Dental & Vision benefits commencing on the first day of employment.

• 401k Retirement savings plan with employer matching.

• Bonus and incentive compensation along with an employee stock option program.

• Employer-paid life insurance and short-term disability insurance.

• Generous paid time off (PTO), global recharge days, and volunteer days.

• Paid parental leave available for all parents.

• Family planning and inclusive wellbeing resources.

• Technology reimbursement.

• Commuter benefits for in-office employees (Chicago location).

• Annual Wellness Stipend.

• Continuous learning and development opportunities.