Account Executive (Latin America) - Click Software
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Account Executive (Latin America)

About ClickSoftware

ClickSoftware is the leading provider of workforce management and service optimization solutions for the business enterprise, both for mobile and in-house resources. Our solutions create business value through higher levels of productivity, customer satisfaction and cost effectiveness.

ClickSoftware delivers best-in-class functionality to a global client base of market leaders across high tech, communications, utilities, home services and other industry sectors. ClickSoftware and its customers have received numerous industry awards, and its solution is consistently ranked ahead of its competitors by industry analysts, customers, and business partners.

Position Description

The Account Executive’s primary responsibility is to drive sales revenue in the assigned territory and develop the pipeline and foundation for future growth.  The Account Executive will target new business, both directly and indirectly, and may also assume existing customer accounts. The ideal candidate will be a high energy individual with a proven track record of delivering results and demand the very best from themselves and others.  This individual will exhibit the ability to grasp complex concepts, believe in the solutions they sell, build superior account relationships, and execute strategic sales initiatives.  In cooperation with the regional Director of Sales, the Account Executive will define the territory strategy and be empowered to execute it.

Primary Responsibilities

  • Expand new business opportunities in existing and new customer accounts within assigned account territory

  • Utilize internal resources to sell effectively at all levels of the client organization

  • Meet or exceed assigned revenue targets, while adhering to all other corporate requirements

  • Maintain an awareness of accounts and industries from which to leverage strengths as appropriate

  • Work closely, and align with, the regional Business Development team

  • Maximize the value of other company resources including pre-sales, partners and travel budget

  • Develop and implement territory-wide business and sales action plans to achieve sales quota in assigned territory by:

  • Building a solid opportunity pipeline through extensive Account mapping and opportunity identification;

  • Proactively and effectively utilizing SFDC;

  • Formulating and executing major account strategies;

  • Efficiently qualifying prospects and following a solution selling approach

Required Skills/Experience

  • 5+ years plus proven solution selling expertise in software industry with track record of exceeding quotas against combined License and PS targets

  • Bachelor’s Degree in Business or other related field

  • Excellent written and verbal communication skills in English and Portuguese

  • Experience in either WFM, CRM or ERP preferred

  • Ability to link client business needs and reframe the way the client views their business

  • Demonstrated expertise in business application sales of licenses and professional services in a complex selling environment selling both directly and through strategic partners

  • The ability to build and execute a strategic and concise territory

  • Ability to leverage existing C-level relationships and operate in a highly competitive environment

  • Dynamic presentation skills

  • Maximize customer facing activities with the ability to listen, understand and communicate strategic solutions, utilizing effective discovery techniques to uncover sales opportunities

  • Ability to analyze customer’s workflow, assess challenges, and determine where the ROI is most effective

  • Experience in building ROI models

  • Salesforce.com experience preferred

  • Dynamic, self-motivated, creative thinker with an appreciation of corporate goals

  • Articulate, confident, self-aware and personable character

  • Become a trusted advisor to customers to generate future selling opportunities into the account

  • Willingness for travel (up to 50%) within assigned territory

Office Location: Candidate must be based in Sao Paulo, Brazil area.

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