Account Executive SaaS Manufacturing Solutions

Job DescriptionPOSITION SUMMARYWe are looking for an experienced, energetic Account Executive with experience in Manufacturing. The ideal candidate will reside on the East Coast or Midwest.The primary function of this position is to perform the sales of solutions, by actively prospecting, acquiring and closing new business within named accounts, using various combinations of Lectra’s portfolio of Equipment and SaaS solutions.Duties And ResponsibilitiesPromote Lectra’s vision and increase the awareness of our brands on the market through regular visits to accountsDefine a plan by accounts assigned to optimize the revenues potential: key contact definition, key figures, overall strategy and organisation of the customer, detailed action plan for developing the account, setting up priorities to maximize the value of the portfolio, etc.Apply consultative and Challenger selling methodologies to identify and drive qualified opportunitiesEnsure the solution proposed is adequate to customers’ needs and that they are satisfiedUnderstand our customers strategy and anticipate their challengesCreate engagement, generate 4.0 needs and expand opportunities to identify and uncover unknownApply MEDDPICC qualification to ensure accurate forecastingManage the cycle of high added value and technological sales, including industrial equipment, SW, delivery of services, training, consulting and recurrent maintenance contractsOpportunities detection (in cooperation with marketing), qualification and evaluation, by applying a consultative selling methodologySolution definition based on customer needs, presentations and demonstrations in close cooperation with Presales Team to promote and demonstrate the added value of Lectra’s solutionsQuotation, proposal drafting, negotiation and closing in compliance with Lectra’s standards terms and conditions of contractAchieve and exceed sales objectives by developing business and maintaining a constant pipeline of qualified deals built within accounts assignedPROFILEWe are looking for ambitious and curious B2B account executives with a passion for innovation.Our Ideal Candidate Will Have The Following ProfileAt least 5 years of experience in direct and consultative sales of high added value solutions, preferably in High Technology / System Integration / Services / Saas / Manufacturing / Industrial Equipment / 4.0 Industry / IIOT / cutting room / CAD operationsExperience and network in the Fashion industry will be appreciated but not mandatoryAbility to hunt new opportunities and adaptability to new environments and skillsCapacity to prioritize the most important actions on a short and mid-term perspective to optimize account coverage and maximize the value of the accounts assignedExperience in building customer value proposition approach and capacity to engage the customer in meaningful dialogue through consultative and challenger selling methodology.Ability to understand customer strategy, ambition, challenges, processes, known and unknown needs and ultimately to build solutions with the customerStrong communication skills, diplomatic, tactful and adoption of a trusted advisor behaviorOutstanding listening skills to understand objectives and desired outcomes of the customersAbility to convince a prospect to accept the offer and close a deal with minimal discountingGood command of MS Office (Power Point, Excel, etc.)Fluency in English is requiredTRAVELThe position is remote in EST time zone, Midwest preferredThere will be 50% of travel to customer sites in the US and France (Paris/Bordeaux) Lectra is an Equal Opportunity Employer **It is our policy to foster a workforce that accepts and respects differences. We provide equal employment opportunity for all persons without regard to race, color, national origin, language, religion, age, sex, veteran status, marital status, sexual orientation, gender identity, disability, medical condition, ancestry, citizenship, or political opinion.