IIM Sr. Account Executive
Company: Konica Minolta Business Solutions Ltd
Location: Dallas
Posted on: November 20, 2023
Job Description:
OverviewThe IIM Senior Account Executive role is a commissioned
sales position. This position is responsible for ensuring the
consistent development of a pipeline of opportunities that will
result in the quarterly sales goals set for the position. This role
is focused on Net New opportunities in addition to account
expansion. Reporting of all activities associated with this
position will come from the CRM system - which requires that all
prospecting / sales activities are consistently and timely entered
into the CRM system.Responsibilities
- Lead/Opportunity Generation and Pipeline Management -
Responsible for responding to, developing and qualifying leads into
opportunities.
- Responsible for developing and executing a comprehensive sales
strategy plan to generate leads and opportunities within and
outside the Konica Minolta customer base in an effort to
meet/exceed established quota. All lead qualification efforts will
be managed and reported through the CRM system.
- Responsible for account planning with assigned Global Client
Executives (GCE's), Allcovered vertical sellers, and/or Major
Account Executives (MAE's). Responsible for ensuring a sales
pipeline that, through consistent efforts, will meet sales
goals.
- Responsible for prospecting and developing business
relationships with potential customers
- Leverage knowledge and experience to educate potential
customers on the benefits of the company's solution
- Opportunity Management & Forecasting - Responsible for managing
and documenting the opportunity/sales process through the use of
the CRM system. Consistent updates to the CRM system will be
required to ensure accurate forecasts.
- Proposal / RFP Preparation - Responsible for managing the
RFI/RFP process and the final response. Duties include pre-bid
meetings, phone conferences, etc.
- Demonstrations & Konica Minolta IIM Experience - Responsible
for identifying and qualifying the customer needs and documenting
the client's challenges to effectively work with the Sales
Engineering team to execute the Konica Minolta IIM Experience. This
includes collaborating on alternatives for the proposed solutions
in addition to discussing or demonstrating other options per the
client's requirements.
- Scope / Project Profile Preparation - Responsible for defining
the requirements of the projects, along with developing and
communicating the ROI and Goals of the project. Responsible for
working with the Sales Engineer and Professional Services in
developing a Project Profile that will result in the development of
a price proposal.
- Pre-Implementation Activities - Responsible for participating
in final review of the Functional Requirements Document (FRD),
comparing expectations to the proposed delivered results.
- Post Implementation Activities - Responsible for participating
in final review of the implementation, comparing expectations to
the delivered results. Includes review of ROI and to assist in the
development of the Case Study.
- Account Management - Responsible for working with the Customer
Success Manager to provide a strategic account team that is
responsible for ensuring our clients achieve their desired outcomes
through their interactions with Konica Minolta. In cases where a
Customer Success Manager is not assigned, the Account Executive
will be responsible for activities including regular follow-ups
with the Account, and discussions to ensure that the Account is
capitalizing on their system to the highest possible level.
Responsible for identifying upsell/cross-sell opportunities within
the assigned account base and engaging the proper team to close new
opportunities.
- Actively contribute ideas to improve sales process and overall
growth and quality of the sales team
- Continue to grow knowledge and awareness of best practices and
market trends
- Event Participation - Responsible for participating in the
planning and execution of various marketing activities. Roles may
include actively driving attendance, presentations, and general
networking activities.
- Performs other duties, as assigned.
QualificationsEducation Requirements Four- year college degree or
satisfactory completion of a business curriculum from an accredited
school and/ or equivalent work experience Experience Requirements
- 10+ years of experience in complex sales
- 10+ years of experience in the IIM or a related industry
- Experience providing solutions relating to business process
improvement
- Experience servicing internal and external customers
- Experience working with external vendors/ partners
- Experience with Solution or Strategic Selling
- Excellent interpersonal and communications skills
- Ability to collaborate with internal partners, coworkers and
external vendors
- Ability to work within a team structure
- Strong listening skills - ability to understand customer needs
and equate them to our solutions
- Strong knowledge of CRM tools
- Strong knowledge of Microsoft Word and Excel
- Strong knowledge of IIM products and services - Kofax, Hyland
OnBase, Nintex, Square 9, Automation Anywhere, UiPath and
SharePoint preferred
About Us
Konica Minolta's journey started 150 years ago, with a vision to
see and do things differently. We innovate for the good of society
and the world. The same purpose that kept us moving then, keeps us
moving now. Konica Minolta Business Solutions U.S.A., Inc. is
reshaping and revolutionizing the workplace to achieve true
connectivity through the Intelligent Connected Workplace. The
company guides and supports its clients' digital transformation
through its expansive office technology portfolio, including IT
Services (All Covered), intelligent information management, managed
print services and industrial and commercial print solutions.
Konica Minolta has been included on CRN's MSP 500 list nine times
and The World Technology Awards named the company a finalist in the
IT Software category. Konica Minolta has been recognized as the #1
Brand for Customer Loyalty in the MFP Office Copier Market by Brand
Keys for sixteen consecutive years, and is proud to be ranked on
the Forbes 2021 America's Best-in-State employers list. The company
received Keypoint Intelligence's BLI 2021 A3 Line of The Year Award
and BLI 2021-2023 Most Color Consistent A3 Brand Award for its
bizhub i-Series. Konica Minolta, Inc. has been named to the Dow
Jones Sustainability World Index for nine consecutive years and has
spent six years on the Global 100 Most Sustainable Corporations in
the World list. Konica Minolta partners with its clients to give
shape to ideas and works to bring value to our society. For more
information, please visit us online and follow Konica Minolta on
Facebook, YouTube, LinkedIn and Twitter.EOE Statement
Konica Minolta is an equal opportunity and affirmative action
employer. We consider all qualified applicants for employment
without regard to race, color, religion, creed, national origin,
sex, pregnancy, age, sexual orientation, transgender status, gender
identity, disability, alienage or citizenship status, marital
status or partnership status, genetic information, veteran status
or any other characteristic protected under applicable law.
Keywords: Konica Minolta Business Solutions Ltd, Dallas , IIM Sr. Account Executive, Other , Dallas, Texas
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