Note: The job is a remote job and is open to candidates in USA. Hyland is the pioneer of the Content Innovation Cloud™, delivering ubiquitous enterprise intelligence to organizations. The Senior Account Executive is responsible for developing and maintaining relationships with new and existing customers and partners, aiming to consistently meet or exceed assigned sales goals.
Responsibilities
- Develop a comprehensive sales plan to meet or exceed quota — identifying and prioritizing high-risk, high-impact opportunities for existing and potential customers or partners while delivering accurate, real-time sales forecasting and maintaining a consistent, healthy pipeline
- Operate as a trusted advisor to customers and potential customers — developing and maintaining strategic working relationships with senior and executive-level leadership, leveraging long-term vision, strategy, and roadmaps to generate sustained pipeline and uncover new opportunities
- Leverage deep expertise and best practice knowledge to educate customers on the benefits of Hyland's solutions — driving customer need, creating opportunities, and partnering with Sales Solution Engineers to develop and deliver compelling, tailored software demonstrations
- Record all customer account information in the CRM including opportunities, commitments, meaningful conversations, and customer visits — maintaining comprehensive visibility into account activity and ensuring full pipeline accuracy at all times
- Develop the closing plan and strategy for accounts with key influencers — leading the negotiation and contracting process to ensure deals are closed on time and as forecasted, while engaging company specialists and support resources as needed to advance opportunities
- Operate as an innovative thought leader within the sales team — mentoring and coaching colleagues, serving as a subject matter expert on market trends and best practices, and actively contributing to the overall growth, quality, and culture of the sales organization
Skills
- Bachelor's degree or equivalent experience, with significant experience as an Account Manager in a complex sales environment and a proven track record of year-over-year sales generation success
- Deep knowledge and expertise in sales, relevant industry solutions, or technology — with proficiency in opportunity management and account planning tools
- Excellent oral and written communication skills that demonstrate a professional demeanor with the ability to engage at all organizational levels, including executive leadership, with discretion and tact
- Excellent ability to establish rapport, earn trust, and gain consensus across multiple departments and leadership levels — with sharp negotiating and influencing skills in complex, high-stakes environments
- Highly organized, self-motivated, and experienced at successfully managing multiple priorities independently through to completion, with strong collaboration skills across teams and functional areas
- Experience operating as a trusted advisor and thought leader at the executive level — with a demonstrated ability to leverage long-term strategy and roadmaps to build and sustain enterprise-level pipeline
- Proven experience partnering with sales solution engineers to develop and deliver impactful, tailored software demonstrations that resonate with diverse customer stakeholders
- A demonstrated ability to mentor, coach, and influence fellow sales team members — contributing to a culture of growth, accountability, and continuous improvement
- Strong understanding of market trends, competitive dynamics, and best practices with the ability to proactively educate and influence senior executives on future business and technology needs
- Willingness and ability to travel up to 50% of the time to support customer engagements, trade shows, and business development activities across the United States
Benefits
- Career development resources
- Wellbeing programs
- Innovation practices
- Employee initiatives
- Giving campaigns and programs aligned to organizations important to employees
Company Overview