If You…

1. Live and breathe being the primary customer relationship owner in a software sales engagements,
2. Develop and execute on both strategic and tactical sales plans,
3. Want to work for a small, established, Midwest-based software company that has NOT let go of its start-up mentality,
4. Both love and hate the challenge of a complex, multi-party sale,
5. Initiate “thought leadership” discussions with client executives,
6. Are used to 50% (and sometimes more) overnight travel,
7. Then keep reading…
8.  

Responsibilities are to…

1. Meet or exceed assigned sales objectives and monthly, quarterly, and annual sales objectives.
2. Develop and maintain sales plan for assigned territory of large enterprise customers.
3. Build new licensed revenue within the territory.
4. Use value-added and solution selling methodologies to: create initial interest; Identify, define, and document critical business needs; create vision of potential solutions to critical business needs; effectively justify return on investment; qualify, control and close opportunities; develop deep product knowledge; and set proper expectations in sales cycles that result in customers who can be used as positive references for future prospects
5. Acquire and integrate industry and vertical market knowledge related to general trends, emerging technologies, and competitors.
6. Develop and maintain opportunity pipeline that drives sales activities, ensuring that revenue goals are exceeded.
7. Disciplined and accurate reporting of opportunity pipeline and sales activities into Salesforce.com.
8. Maintain and drive high level of sales activities.
9. Develop strategy and sales plan for each opportunity, align and coordinate all resources to execute the sales plan and progress the opportunity to closure.
10. Execute each sales opportunity in accordance with PKWARE’s customer-focused sales process, including: opportunity plans; customer needs assessment; customer correspondence; meeting and conference reports; weekly opportunity reviews; tailored presentations and demonstrations; solution proposals; term sheets; and contract negotiation.
11.  

Qualifications needed…

1. Ten to 15 years sales experience with a successful track record in software sales involving complex selling solutions to Global 2000 firms
2. Successful track record selling into PKWARE’s key verticals, such as Banking and Financial Services, Healthcare, Retail, Telecomm, and IT
3.  

PKWARE, Inc., is…

More than two decades ago, PKWARE revolutionized data compression with the invention of the ZIP standard. Today, through continuous innovation and development, PKWARE has become the only complete system for reducing, securing, moving and storing data across the extended enterprise, both internally and externally, from mainframes to servers to desktops and into the cloud. Used by more than 30,000 corporate entities and over 200 government agencies, PKWARE is the industry standard for portability, ensuring data security and cross-platform computing. The PKWARE Solution is used billions of times a day to manage cost risks associated with data security breaches while avoiding increased storage costs with data reduction of up to 95% and improving service delivery. PKWARE is a privately held company based in Milwaukee, WI with additional offices in New York, Dayton Ohio and the United Kingdom.

And just so you know…

PKWARE is located in Milwaukee, WI, and offers a competitive compensation package including health, dental, vision, disability and life insurance, 401k plan, and company paid parking, and a jeans-friendly environment.

PKWARE provides equal employment opportunity for all employees and applicants for employment without regard to race, sex, color, religion, national origin, ancestry, disability, marital status, veteran status, membership in the national guard, state defense force or any reserve component of the federal or state military forces, age, non-relevant arrest or conviction record, use or nonuse of lawful products off the company's premises during non-working hours, or other characteristic protected by law.

Position SummaryThe Senior Account Executive (SAE) will be responsible for identifying opportunities and driving revenue with PKWARE’s value added channel partners. As a vital member of the Channel Sales Team, the Senior Account Executive is responsible for supporting the sales efforts of their strategic channel partners in penetrating key accounts to identify new revenue opportunities. In addition, responsibilities include aligning the appropriate company resources to enable success within specific sales opportunities.

Duties and Responsibilities

1. Develop and maintain sales plan for assigned territory.
2. Drive every sales opportunity in accordance with PKWARE’s customer-centric selling sales process, use appropriate PKWARE resources in sales efforts, including sales engineers, solution engineers, and subject matter experts, as appropriate to enhance client understanding of solutions, attain an understanding of client requirements, and gain credibility and traction with channel partner prospects.
3. Develop and maintain a sales pipeline ensuring that revenue goals are exceeded.
4. Build relationships with channel partner account executives to gain visibility and mindshare and create more revenue generating opportunities.
5. Meet or exceed monthly, quarterly and annual sales objectives through the resellers.
6. Identify customer goals and credibly communicate PKWARE’s ability to help the customer achieve their stated goals.
7. Ensure disciplined and accurate reporting of opportunity pipeline and sales activities into Salesforce.com.
8. Maintain and drive a high level of prioritized sales activities at assigned resellers throughout the fiscal year.
9. Assist the channel partner in the development of a strategy and sales plan for each major opportunity, align and coordinate all support resources including third party influencers to execute the plan and progress the opportunity to closure.

Experience

1. Minimum 7-10+ years direct and channel sales experience with a successful track record in software sales in driving software sales through the channel.
2. Successful track record of both direct and indirect sales experience.
3. Experience with infrastructure software desired, preferably data center or security software.

Key Skills

1. Self-starting, self-motivated and success driven
2. Strong organizational skills and attention to detail
3. Strong project management skills, including the ability to prioritize in a very fast-paced environment, manage multiple projects, and meet demanding timelines

Marketing Competencies

1. Business Acumen (Marketing/Product Management)
2. Conceptual Thinking
3. Creativity
4. Identifying (Marketing)
5. Product Knowledge
6. Strategic Thinking (Marketing) 

General Competencies

1. Collaboration and Teamwork
2. Communication 
3. Customer Orientation 
4. Excellence and Quality 
5. Flexibility
6. Initiative 
7. Passion 
8. Personal Credibility 
9. Results Orientation

PKWARE: PKWARE is located in Milwaukee, WI, and offers a competitive compensation package including health, dental, vision, disability and life insurance, 401k plan, and company paid parking.

PKWARE provides equal employment opportunity for all employees and applicants for employment without regard to race, sex, color, religion, national origin, ancestry, disability, marital status, veteran status, membership in the national guard, state defense force or any reserve component of the federal or state military forces, age, non-relevant arrest or conviction record, use or nonuse of lawful products off the company's premises during non-working hours, or other characteristic protected by law.