Tenna

Centralized real-time construction equipment fleet management

Regional Account Executive

Field SalesConfirmed live in the last 24 hours

Full-timeCalifornia, USA

About the Job

Requirements

At least 3 years of experience selling enterprise software to construction or related industries, with demonstrated success in enterprise software-as-a-service sales.
At least 7 years of experience facilitating all aspects of the sales cycle, particularly initiating and cultivating prospect relationships, negotiating contracts, and closing.
At least 7 years of experience conducting targeted searches and queries to research, qualify, and convert sales leads.
Strong experience selling to and speaking with C-level executives, vice presidents, and field-based employees.
Strong experience in quota-carrying roles, delivering consistent revenue growth that meets or exceeds quarterly business plans and forecasts.
Strong experience traveling often as a strategic method to prospect, network, and sell, with travel up to 70%.
Must possess excellent verbal communication skills, specifically in negotiations, public speaking, and presentations.
Understand prospective customers’ needs within a complex buying organization.
Strong negotiation skills and the ability to identify when and how to ask for the order.
Must be deadline-driven and detail-oriented.

Responsibilities

Own the acquisition and closing of new business for assigned geographic territories or states.
Sell to C-level executives, vice presidents, and field-based employees, adjusting talking points and strategies to each persona.
Collaborate with sales leadership and supporting sales teams to align new-business acquisition strategies and pipeline.
Use the “zippered” approach to sales appropriately.
Actively prospect potential new customers and follow up strategically and diligently on touchpoints.
Initiate and cultivate prospective customer relationships by phone, email, and attendance at tradeshows, industry-specific events, and conferences.
Create and execute an outreach micro-strategy for each potential new customer.
Plan the cadence of touchpoints for each prospect and track their number.
Lead in-person or virtual product demonstrations for prospective customers.
Draft proposals, quotes, and contracts in accordance with company procedures.
Negotiate contracts and close deals by developing a thoughtful micro-strategy for each prospect.
Create outbound email communications using customer relationship management software and analyze the results.
Deliver revenue growth that meets or exceeds quarterly business plans and forecasts.
Leverage cross-functional internal resources to close new business.
Apply the company’s strategic-selling approach and sales strategy.
Understand the product and prospective customer in depth and clearly articulate the product’s value to prospective customers.
Travel frequently to prospect, network, and sell, including meeting prospective customers onsite to advance the sales process.
Stay current on industry trends and market shifts by participating in associations and attending webinars and events.

Desired Qualifications

Experience using Salesforce and HubSpot is strongly preferred.
Experience leading virtual and in-person product demonstrations using WebEx, Zoom, or similar platforms.

Position Description

Tenna is searching for a highly motivated and ambitious Regional Account Executive based in Central California. As a Regional Account Executive, you will work within the Sales Team, focused on hunting, selling, and closing new customers that fit Tenna’s defined target profile. Regional Account Executives actively and aggressively hunt new business while facilitating all aspects of the sales cycle (prospecting, leading product demonstrations, negotiations, etc.). If the idea of being responsible for all new business acquisitions in a defined geographic territory excites you – this might be the perfect role for you.

Why Tenna?

At Tenna, we believe the best is right in front of all of us, and that each day holds more potential than the one before. We believe every new discovery can lead to something better than we thought possible. When we boil it down, the top five qualities that define the Tenna Team are quality-obsessed, gritty, continuous learners, collaborative problem solvers, and just plain awesome. Sound like you? Join us as we empower our customers to control their mixed assets on one comprehensive platform anytime, anywhere. Apply now!

Important – We are only considering candidates who live in, or are willing to relocate to Central California (Kern, San Luis Obispo, Monterey, Kings, Tulare, Inyo, Fresno, Madera, San Benito, Merced, Mariposa, Mono, Tuolumne, Santa Clara, Santa Cruz, San Mateo, and Stanislaus counties).

Your Responsibilities:

Owns the acquisition of and closes new business for specific assigned geographic territories and/or states.
Confidently sells to C-level executives, VPs, and Field-Based Employees. Adjusts talking points and strategies depending on the persona.
Reports to and collaborates with sales leadership and supporting sales teams to align new business acquisition strategies and pipeline.
Utilizes and understands the “zippered” approach to sales and uses it appropriately.
Actively and aggressively prospects potential new customers. Follows up on touchpoints in a strategic and diligent manner.
Initiates and cultivates relationships with prospective customers via phone, email, attending tradeshows, industry-specific events, and conferences.
Successfully creates and executes an outreach micro-strategy for each potential new customer.
Strategically plans the cadence of and tracks the number of touch points for each prospect.
Leads in-person or virtual product demonstrations with prospective customers.
Drafts proposals, quotes, and contracts in accordance with Tenna’s procedures.
Negotiates contracts and closes deals by developing a thoughtful micro-strategy for each prospect.
Creates outbound email communications using CRM software and analyzes results.
Consistently delivers revenue growth that meets or exceeds quarterly business plans and forecasts.
Effectively leverages cross-functional internal resources to close new business.
Understands strategic selling, remains focused, and sticks with Tenna’s sales strategy.
Understands the product and prospective customer inside and out. Can clearly and concisely articulate the value of the product to prospective customers.
Uses travel often as a strategic method for prospecting, networking, and selling. Travels to and meets with prospective customers onsite to advance the sales process.
Stays abreast of all industry-specific trends and market-related shifts by participating in associations, attending webinars, events, etc.

Qualifications:

3+ years’ experience selling enterprise software to construction or related industries. Demonstrated success in Enterprise SaaS sales.
7+ years’ experience successfully facilitating all aspects of the sales cycle with a specific focus on initiating and cultivating relationships with prospects, contract negotiation and closing.
7+ years’ experience conducting targeted searches and queries to fully research, qualify, and convert qualified sales leads.
Strong experience selling to and speaking with C-level Executives, VPs, and Field-Based Employees.
Strong experience in quota-carrying roles delivering consistent revenue growth that meets or exceeds quarterly business plans and forecasts is required.
Strong experience travelling often as a strategic method to prospect, network, and sell - up to 70%.
Bachelor’s Degree in Marketing, Communications, or other business-related majors is strongly preferred.
Experience using Salesforce and HubSpot is strongly preferred.
Experience leading virtual and in-person product demonstrations via WebEx, Zoom, etc.
Must possess excellent verbal communication skills, specifically around negotiations, public speaking, and presentations.
Understands prospective customers’ needs within a complex buying organization.
Strong negotiation skills. Knows how and when to ask for the order.
Deadline-driven and detail-oriented.

Benefits, Perks, & Additional Information:

Opportunities for growth and personal development within a highly dynamic team.
Location: Remote. Candidate must reside in or be willing to relocate to the Central California territory (Kern, San Luis Obispo, Monterey, Kings, Tulare, Inyo, Fresno, Madera, San Benito, Merced, Mariposa, Mono, Tuolumne, Santa Clara, Santa Cruz, San Mateo, and Stanislaus counties).
Travel is required, up to 70% (within Central California).
Compensation includes base salary plus commission plan.
Robust, low-cost benefit packages offered.
Benefit coverage begins on the first date of employment.
Paid Time Off and Volunteer Time Off offered.
401k match.
Dependent Care offered.

As an Equal Opportunity Employer, Tenna is committed to building a diverse team. We welcome different perspectives and opinions to foster innovation, authenticity, and excellence across all parts of our company and are committed to providing employees with a work environment free of discrimination and harassment.

About the Company

Tenna

Centralized real-time construction equipment fleet management

Tenna provides a construction technology platform that helps contractors manage and track their equipment fleets. It works by offering a centralized system that shows real-time data and gives control over assets, including location, status, utilization, maintenance, and workflows from a single dashboard. Tenna differentiates itself by being built by contractors for contractors, focusing on practical, industry-specific workflows and a user-friendly experience for construction fleet management. Its goal is to improve operational efficiency by giving contractors a clear, real-time view of all assets and their utilization to reduce downtime and improve decision-making.

Company size: 51-200
Company stage: Not listed
Total funding: Not listed
Headquarters: Edison, NJ
Founded: 2015

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