Your new career adventure starts here! Job Summary: About the Company - Our company provides transit agencies and private operators in the USA and Canada with the critical operational software and in-vehicle technology they need to run efficiently and provide outstanding service to their riders. Our products form an integrated ecosystem, including routing and scheduling, plus the modern passenger information apps and systems that passengers rely on. We are looking for a B2B Account Executive who can build relationships and value with our customers by analyzing their needs and providing our technology solutions. It's an exciting B2B opportunity to grow your career! About the Role - Own and drive your account strategy to gain new share of wallet opportunities within and assigned Account Base (B2B = Back to Base). Lead and own existing B2B Accounts sales cycles and navigate mid-sized transit/government organizations and the corresponding RFP processes. Responsible and committed to effectively organize workload to exceed sales funnel expectations and sales metrics. Accurately forecast and consistently update entire sales pipeline in Salesforce.com. Familiarity with value-based selling methodology and a consultative sales approach with a focus on key product differentiators. Develop Strategic Account Plans and Call Plans for all sales opportunities and prospects. Diligent in follow up and action plans. Engage the right internal and external stakeholders for strategic business decisions. Timely proposal response and creative strategy development. Must be willing to travel two weeks each quarter to engage customers via onsite discovery, industry conferences, trade exhibitions, and workshops. Navigate complex sales cycles and procurement processes in the Business to Government (B2G) space. Engage and cross thread with multiple decision-makers and departments, including C-Suite. Responsibilities Own and drive your account strategy to gain new share of wallet opportunities within and assigned Account Base (B2B = Back to Base) Lead and own existing B2B Accounts sales cycles and navigate mid-sized transit/government organizations and the corresponding RFP processes Responsible and committed to effectively organize workload to exceed sales funnel expectations and sales metrics Accurately forecast and consistently update entire sales pipeline in Salesforce.com Familiarity with value-based selling methodology and a consultative sales approach with a focus on key product differentiators Develop Strategic Account Plans and Call Plans for all sales opportunities and prospects Diligent in follow up and action plans Engage the right internal and external stakeholders for strategic business decisions Timely proposal response and creative strategy development Must be willing to travel two weeks each quarter to engage customers via onsite discovery, industry conferences, trade exhibitions, and workshops Navigate complex sales cycles and procurement processes in the Business to Government (B2G) space Engage and cross thread with multiple decision-makers and departments, including C-Suite Qualifications - Post-secondary education in business administration or related discipline preferred. Sales experience in a software-related (SaaS) business. Experience navigating a 12-month + sales cycle in a B2G enterprise sales environment, with multiple product offerings. Minimum 3 to 5 years carrying a quota in a hunter or farmer sales position. Experience in proactively and accurately building a healthy pipeline. Previous success in meeting and exceeding aggressive quota targets. Proven top performer in previous roles. Ability to cover a diverse territory through travel (air and car) – 15% of the time. Valid driver’s license. Must hold a valid passport. Required Skills Accomplished high-energy salesperson experienced in technology and/or software sales Competitive is in your name! Experience leveraging internal resources/stakeholders to drive alignment towards common business goals within a dynamic environment A background in transit or transportation industry is strongly preferred, but not imperative. Focused on existing Customers and consistent achievement of annual and quarterly quotas Applies sales-stage methodology to ensure maximum revenue is generated from every opportunity Expert knowledge of complex product selling and/or value-based selling Ability to effectively multi-task and juggle several concurrent projects simultaneously Ability to logically communicate technical information and ideas in a non-technical manner so others will understand Ability to communicate prospect’s environment, business requirements and pain points internally within cross-functional groups Proven track record of building strong relationships and ability to use discovery skills to understand the prospect’s requirements and build value Strong and effective written and verbal communication skills, and excellent inter-personal skills Excellent demo and presentation skills in both a remote and in-person environment Ability to work effectively both independently and in a team environment Quick learner, positive attitude, self-motivated, organized and innovative Proven experience engaging with multi-level decision makers through length sales cycles Job Description: About the Company - Our company provides transit agencies and private operators in the USA and Canada with the critical operational software and in-vehicle technology they need to run efficiently and provide outstanding service to their riders. Our products form an integrated ecosystem, including routing and scheduling, plus the modern passenger information apps and systems that passengers rely on. We are looking for a B2B Account Executive who can build relationships and value with our customers by analyzing their needs and providing our technology solutions. It's an exciting B2B opportunity to grow your career! About the Role - Own and drive your account strategy to gain new share of wallet opportunities within and assigned Account Base (B2B = Back to Base). Lead and own existing B2B Accounts sales cycles and navigate mid-sized transit/government organizations and the corresponding RFP processes. Responsible and committed to effectively organize workload to exceed sales funnel expectations and sales metrics. Accurately forecast and consistently update entire sales pipeline in Salesforce.com. Familiarity with value-based selling methodology and a consultative sales approach with a focus on key product differentiators. Develop Strategic Account Plans and Call Plans for all sales opportunities and prospects. Diligent in follow up and action plans. Engage the right internal and external stakeholders for strategic business decisions. Timely proposal response and creative strategy development. Must be willing to travel two weeks each quarter to engage customers via onsite discovery, industry conferences, trade exhibitions, and workshops. Navigate complex sales cycles and procurement processes in the Business to Government (B2G) space. Engage and cross thread with multiple decision-makers and departments, including C-Suite. Responsibilities Own and drive your account strategy to gain new share of wallet opportunities within and assigned Account Base (B2B = Back to Base) Lead and own existing B2B Accounts sales cycles and navigate mid-sized transit/government organizations and the corresponding RFP processes Responsible and committed to effectively organize workload to exceed sales funnel expectations and sales metrics Accurately forecast and consistently update entire sales pipeline in Salesforce.com Familiarity with value-based selling methodology and a consultative sales approach with a focus on key product differentiators Develop Strategic Account Plans and Call Plans for all sales opportunities and prospects Diligent in follow up and action plans Engage the right internal and external stakeholders for strategic business decisions Timely proposal response and creative strategy development Must be willing to travel two weeks each quarter to engage customers via onsite discovery, industry conferences, trade exhibitions, and workshops Navigate complex sales cycles and procurement processes in the Business to Government (B2G) space Engage and cross thread with multiple decision-makers and departments, including C-Suite Qualifications - Post-secondary education in business administration or related discipline preferred. Sales experience in a software-related (SaaS) business. Experience navigating a 12-month + sales cycle in a B2G enterprise sales environment, with multiple product offerings. Minimum 3 to 5 years carrying a quota in a hunter or farmer sales position. Experience in proactively and accurately building a healthy pipeline. Previous success in meeting and exceeding aggressive quota targets. Proven top performer in previous roles. Ability to cover a diverse territory through travel (air and car) – 15% of the time. Valid driver’s license. Must hold a valid passport. Required Skills Accomplished high-energy salesperson experienced in technology and/or software sales Competitive is in your name! Experience leveraging internal resources/stakeholders to drive alignment towards common business goals within a dynamic environment A background in transit or transportation industry is strongly preferred, but not imperative. Focused on existing Customers and consistent achievement of annual and quarterly quotas Applies sales-stage methodology to ensure maximum revenue is generated from every opportunity Expert knowledge of complex product selling and/or value-based selling Ability to effectively multi-task and juggle several concurrent projects simultaneously Ability to logically communicate technical information and ideas in a non-technical manner so others will understand Ability to communicate prospect’s environment, business requirements and pain points internally within cross-functional groups Proven track record of building strong relationships and ability to use discovery skills to understand the prospect’s requirements and build value Strong and effective written and verbal communication skills, and excellent inter-personal skills Excellent demo and presentation skills in both a remote and in-person environment Ability to work effectively both independently and in a team environment Quick learner, positive attitude, self-motivated, organized and innovative Proven experience engaging with multi-level decision makers through length sales cycles Worker Type: Regular In the transportation industry, we like to think we put the Spark in every Trip. In terms of company culture, we like to think we put the ‘team’ in teamwork. The first thing you’ll notice when you work at TripSpark Technologies is the comfortable size and agility of the group. We work closely with each other across every department, which allows us to perform at the highest level. Even when a part of the team is located in another area of the North America, we continue to collaborate, communicate and connect. What this amounts to is a greater dedication towards serving, growing and innovating alongside our clients. Working at TripSpark Technologies is a daily adventure and has some unique benefits and advantages. Quite literally. Our full employee benefits package provides for personal and family protection as well as flexible work hours. From our stocked soft drink machines to our staff-wide, catered munch and mingles, TripSpark makes its employees a priority by providing a creative and energetic workplace. Come and be a part of this thriving company and let’s go on this adventure together. TripSpark is an equal opportunity employer, we recruit, hire, train, promote and provide all other privileges of employment to qualified people without regard to age, race, color, creed, national origin, gender, gender identity, gender expression, disability, marital status, veteran status, citizenship status, ethnicity, familial status, religion, sexual orientation or any other classification for which discrimination is prohibited. Learn more about working @ TripSpark >> Back to Job Postings
