Title:  Account Executive

Job ID:  3988
Location: 

CA

Category:  Sales
Description: 

SUMMARY

This Account Executive will report directly to the Vice President of Sales, Canada. You will serve as a trusted adviser, obsess about closing the next deal and have the tenacity to succeed

RESPONSIBILITIES

  • Growing revenue by prospecting directly among target accounts such as investment banks, private equity firms, law firms, accounting advisors and corporations.
  • Naturally leading the sales process to a close by demonstrating DFIN’s superior value proposition.
  • Create pipeline for new customers and close those opportunities to increase our overall accounts.
  • You will develop and execute strategic territory plan to deliver maximum revenue potential.
  • Build and maintain a strong understanding of the product and services associated with the DFIN product lines.
  • Establish a strong and consistent cadence of in-person formal presentations, meetings and informal entertaining to establish strong client relationships and DFIN brand recognition.
  • Foster new relationships through outbound efforts and establish positive relationships with senior executives and decision-makers.
  • Develop a discipline in how you plan and prioritize your time and focus to provide the highest yield from a large set of accounts.
  • Collaborating/team-selling with other members of the sales team to leverage existing relationships and ensure that all appropriate DFIN services are presented to target clients.
  • You will update Salesforce daily to track activity, client and product insights, account coverage and sales pipeline.

QUALIFICATIONS

  • Bachelor's’ degree or equivalent experience required.
  • 3+ years of sales experience in B2B software/technology-enabled sales or 3-5 years of meaningful financial services industry experience.
  • Track record of navigating within large and mid-market organizations.
  • Ability to develop senior level relationships quickly and effectively to build groundswell within a company.
  • Strong written, verbal and formal presentation (online and group product demos) skills required.
  • Ability to effectively present solutions and overcome client objections.
  • Proven negotiation and closing skills with an ability to adjust approach in order to fit different buyer motivators.
  • Success within transactional sales cycles of exceeding sales quotas.
  • Savvy with social selling techniques and channels such as LinkedIn.
  • Ability to use insights and data-driven decisions in the sales process.
  • Familiarity and knowledge of M&A, IPOs, Corporate Governance & Corporate Finance.