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Gomez, the Web performance division of Compuware, provides the industry’s leading platform of Web application experience management solutions used by organizations to optimize the performance, availability, and quality of their Web and mobile applications and proactively identify business-impacting issues. The on-demand Gomez platform integrates solutions for Web load testing, Web performance management, cross-browser testing, and Web performance business analysis that test and measure Web and mobile applications from the “outside-in” — across all users, browsers, devices, and geographies — using a global network of over 100,000 locations. Over 2,500 customers worldwide, ranging from small companies to large enterprises — including 12 of the top 20 most visited US Web sites — use Gomez solutions to increase revenue, build brand loyalty, and decrease costs.
Job Description:
Reporting to the Sales Director, Western Region, the Senior Account Executives(SAE) are responsible for 50 (net new/greenfield) named accounts and expected to cold call and qualify prospective clients, build and maintain a 3x pipeline, and close business. The ideal candidate has a successful, solutions sales background. An understanding of Internet technologies would be preferable along with having exposure to selling services. Individual must be comfortable working in a fast pace growth environment.
The individual must be discipline because they will conduct business from a virtual office, but an office may be opening in the area soon. Many opportunities begin via the phone however 18 days in the field are required per quarter. You will be expected to call into various groups within a prospective client, in particular the IT group and the business line, and understand the needs of each.
The individual will be primarily communicating with stakeholders in the organization's Web delivery channel which includes IT, QA, Development, Operations, Marketing and Line of Business. They must also be comfortable speaking with and presenting to C Level executives. In addition to prospecting and cold calling, you will have additional telemarketing support to enhance your prospecting activities.
Job Responsibilities:
- Exceeding monthly quota objectives through outbound sales activities.
- Accurately forecasting opportunities based on realistic assessments.
- Strategically managing your pipeline opportunities.
- Meeting internal metrics including: call volume, number of opportunities, dollars in pipeline, and closed business.
- Qualify business opportunities by proactively initiating outbound calls to senior level management and probing prospects to determine needs.
- Utilize and manage prospect information with a comprehensive customer relationship management system.
- Arrange appointments to demonstrate our services to qualified prospects.
- Optimize productivity and follow up on all leads in a timely manner.
- Research prospective industries and companies to assess their suitability for Gomez services.
Job Requirements:
- Candidates should have a minimum of four years of outside sales experience, (solution sales approach) preferably in a high tech environment and/or Internet technology environment.
- Candidates must be tenacious and hunter focused as this is a new business role with very little account management (growth).
- Consistent track record of success in closing business, and creating and managing a robust pipeline.
- Highly motivated and professional with excellent communication skills, highly confident and goal oriented.
- The ideal candidate has the ability to communicate with senior level management, explain complex products and demonstrate Internet services over the phone.
- Capable of presenting a platform solution.
- Familiar with and capable of selling a SaaS based Solution.
- Comfortable competing against multiple competitors across multiple technologies.
- Some knowledge of Internet architecture, technology, and/or infrastructure.
- Experience with MS Office products and Salesforce.com a plus.
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