At Pitney Bowes, we do the right thing, the right way. As a member of our team, you can too.We have amazing people who are the driving force, the inspiration and foundation of our company. Our thriving culture can be broken down into four components: Client. Team. Win. Innovate.We actively look for prospects who: Are passionate about client success. Enjoy collaborating with others. Strive to exceed expectations. Move boldly in the quest for superior and best in market solutions.Job Description:As a Growth Account Executive within our Digital Shipping Solutions team, you’ll be focused on shipping, Locker, and other growth / expansion / upsell / and Competitive Displacement products sales within our SaaS based suite of solutions. In this role you will be hunting for new and managing existing key client relationships with a focus on expansion selling within existing accounts outside of the existing contract renewal window. A successful Growth Account Executive will be a consultative sales professional who is able to close business in any environment (virtual, in person, over the phone), you will be responsible for the full sales cycle from lead to contract renewal. The wage range for this position is $55000 to $75000, with the actual pay dependent on your skills and experience as they relate to the job requirements and the location where you will be performing the job.This position is eligible to earn incentive-based pay bringing the OTE to $110000 - $150000 / annually.You will
Own the full sales cycle (i.e., from lead generation through closing) for our full suite of growth solutions
Drive expansion and land revenue for high shipping need clients
Use a customer-focused, consultative sales process to educate prospects on which of our products or services will best fit their needs
Conduct product demos, negotiate contracts, and manage relationships across a wide array of prospects and customers
Capture organic expansion growth for the entire portfolio, along with competitive displacement, or win-backs
Become an industry expert in office shipping, warehouse shipping, and eCommerce for global and domestic
Collaborate with cross-functional teams to improve our software products in an effort to identify new opportunities for growth
Understand and effectively communicate the value proposition of the Shipping, Locker, MailStream OnDemand, and expansion solution product set
Collaborate with segment-aligned Client Success Managers, Sales Engineers, and Product Specialists to meet objectives
Utilize CRM / Prospecting Technology Tools as well as Pipeline Management Tools to identify new prospects, properly manage lead and opportunity progression, and report on lead development and sales success
Engage with C-Suite as well as other Stakeholders in a client facing capacity
Conduct face-to-face meetings virtually or in person when available/ required
Complete other duties as assigned
You have
3+ years in B2B sales
Strong understanding and prior experience selling SaaS solutions (eCommerce / Warehouse Shipping / Mailing Solutions / Office Shipping preferred)
Successfully closed business over the phone or in virtual meetings
Experience and proven track record of initiating contact through cold calling
3+ years of successful Prospecting / Hunting with excellent Sales Discovery & Client Needs Analysis skills
Demonstrated comfort with learning new processes, skills, and methodologies.
Agility in work practices and a willingness to adapt based on new information.
Effectively leveraged CRM systems, prospecting tools, and other sales tools to build and manage a robust book of business
Successfully applied consultative selling techniques to identify client needs and demonstrated proficiency in Solutions-Based sales.
Proven track record of taking accountability for your own success by build your strategic plan, including weekly, monthly, and quarterly goal setting and execution to drive sales results.
Demonstrated ability to maintain accountability for achieving set objectives and delivering measurable outcomes.
Our Team:SendTech Solutions offers physical and digital mailing and shipping technology solutions, financing, services, supplies and other applications for small and medium businesses, retail, enterprise, and government clients around the world to help simplify and save on the sending, tracking and receiving of letters, parcels and flats.Check out our mail stations: SendPro Series C&P, DI2000 and our newest product/service-Smart Lockers. Machines for automating the insertion of mail into envelopes, opening mail, creating/printing documents, and shredding office documents.· SendPro MailCenter- Mailing & Shipping Postage Meter· PitneyShip Cube· Smart LockersPitney Bowes maintains a drug-free workplace.We will: Provide the opportunity to grow and develop your career Offer an inclusive environment that encourages diverse perspectives and ideas Deliver challenging and unique opportunities to contribute to the success of a transforming organization Offer comprehensive benefits globally (PB Live Well (https://careers.pitneybowes.com/global/en/pb-live-well) )Pitney Bowes is an Equal Employment Opportunity/Affirmative Action Employer that values diversity and inclusiveness in the workplace.Women/Men/Veterans/Individuals with Disabilities/LGBTQ+ are encouraged to apply.All interested individuals must apply online. Individuals with disabilities who cannot apply via our online application should refer to the alternate application options via our Individuals with Disabilities link. Pitney Bowes is an Equal Employment Opportunity/Affirmative Action Employer that values diversity and inclusiveness in the workplace.Women/Men/Veterans/Individuals with Disabilities/LGBTQ are encouraged to apply.All interested individuals must apply online. Individuals with disabilities who cannot apply via our online application should refer to the alternate application options via our Individuals with Disabilities link.