FourKites, Inc.

Compensation

Full Description

Job Description: • Exceed assigned quota on a quarterly and annual basis • Increase ARR for existing accounts while securing profitable revenue for new customers • Develop trusted partnership relationships across various divisions and at various levels across assigned accounts • Coordinate account strategies for assigned prospects/customers including action plans outlining how Account Executive, supported by broader team, will achieve their commercial objectives • Facilitate stakeholder mapping plans for all key accounts outlining key Supply Chain targets across the enterprise along with strategies for establishing relationships • Engage with Value Delivery team to understand customer’s SOP’s, map FourKites solutions to them and codify the value that our solutions can deliver • Work with Regional Sales VP, Services, Product personnel etc. to coordinate pricing strategies that will drive profitable growth for assigned accounts • Closely work with assigned CSM (Customer Support Representative) team to ensure alignment and ongoing collaboration regarding strategic account objectives • Leverage SDR personnel (inside sales) to complement outreach efforts with assigned customer targets. • Clearly communicate “go to market” strategic efforts for assigned accounts and ensure that all supporting stakeholders across the enterprise are aligned with the AE’s plans for subject account • Leverage FourKites’ internal AI tools to maximize productivity and improve customer facing activities. • Update Salesforce on a regular basis (no less than weekly) to ensure all qualified deals and target accounts are regularly updated with appropriate deal specifics (action plans, close dates, revenue etc.) and account plans and strategies Requirements: • Minimum 5-10 years selling enterprise supply chain software solutions to Fortune 1000 customers across multiple verticals • Track record of consistently exceeding sales objectives throughout career • Strong “hunter” capabilities enabling AE to successfully capture new business with assigned prospect accounts • Strong “Account Management” skillset enabling AE to develop strategic plans enabling them to expand market share with existing accounts • History of developing key coach and executive sponsor relationships to drive successful transactions and “win/win” partnerships • Complex selling experience to support objectives of selling FK solutions to disparate stakeholders across different segments of the supply chain i.e. Transportation, Logistics, Execution, Planning, International, Finance, Operations etc. • Excellent listening skills to facilitate clear understanding of customer, their business, SOP’s, and strategic objectives • Presentation skills that enable the effective presentation of FourKites’ solutions to customers and prospective clients • Experience in selling “value” focused solutions vs. pitching tactical products • Competitive driven self starter who can lead and influence across cross-functional teams within FourKites • Experience in leveraging key Business Development/CRM tools including Salesforce, Linked In Sales Navigator, Zoominfo etc. to support commercial efforts • Strong verbal and written communication skills. Benefits: • Competitive compensation with stock options • Outstanding benefits • Collaborative culture • 5 global recharge days • Parental leave for all parents • Annual wellness stipend • Volunteer days