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Full-Time

Senior Sales Executive

Confirmed live in the last 24 hours

3PillarGlobal

3PillarGlobal

1,001-5,000 employees

Software development and digital transformation services

Consulting
Enterprise Software

Compensation Overview

$4MAnnually

Senior, Expert

Remote in USA

Category
Strategic Account Management
Sales & Account Management
Required Skills
Sales
Communications
Management
Cold Calling
Data Analysis
Requirements
  • Ten (10) years of solution selling experience with a proven track record of attracting, engaging, and securing new economic buyers.
  • Four (4) years of selling experience in services or software or IT management experience.
  • Must be knowledgeable in the latest product development, technology and advanced analytics trends in the the industry and be able to speak intelligently on those topics.
  • Strong business management acumen understanding market and industry technology trends.
  • Proven ability to identify business opportunities and position technology project investments.
  • Project management, planning, and organizational skills.
  • Experience working with a globally distributed product teams and a matrixed organization.
  • Willing to travel up to 50% of the time.
Responsibilities
  • Portfolio Alignment: You will focus on accounts in an industry or geographical based portfolio and primarily drive new business with new clients. You will be responsible to deliver a minimum of $4M+ of new business annually. You will be asked to work closely with Engagement Directors on existing accounts to drive conversations with new economic buyers. You will report to the SVP of Sales and be measured on opportunity pipeline and sales bookings. Sales bookings will drive your variable compensation plan.
  • Drive Prospecting Activity: Allocate time daily to build relationships with new greenfield prospects and existing clients. Generate your own leads through cold calling, blitzing, research, networking, and any other means necessary, driving your territory as aligned to portfolio.Use prospecting tools effectively, including phone, email, sales automation tools, LinkedIn, etc. Leverage prospecting techniques to increase the number of conversations. Achieve meetings with prospects - working hard to create and establish connections, and regularly “get to yes” when asking to meet with new prospects. You are fearless in asking your network and clients for references and introductions.
  • Engage as a Trusted Advisor and Thought Leader: You build strong executive relationships with clients and are responsible for providing insight about how 3Pillar Global can help them drive and improve their business outcomes. Aligned to your matrixed portfolio, provide industry thought leadership and perspective to clients that establish you as the go-to partner to discuss how they achieve their business goals. Collaborate with partners in our Industry Portfolios and Product Development to represent the best of 3Pillar Global to prospects and clients, advocating internally and externally.
  • Build and Grow Pipeline: Quickly identify and prioritize quality potential new clients by developing meetings into identified pipeline. Clearly articulate the needs of the prospect/client, build trust with them and position our team to propose how we can work to solve that need. Consistently build and refresh the pipeline by qualifying deals through each stage of the sales cycle. Field inbound leads with the ability to quickly identify and reach decision makers. Navigate internal political structures in a way that results in introductions and opportunities to connect with key decision makers.
  • Qualify Deals: Accurately pinpoint prospect/client needs, exercising exceptional judgment in asking the right questions, creating and presenting sound business hypotheses, exhibiting genuine curiosity, and ultimately building a solid understanding of what your client wants and what they don’t. You integrate Engagement Leaders into the pursuit and give them context for the prospect/client as you work together to position a solution. You manage the qualification of the deal through the sales stages and validate that prospects/clients have the will, the means, the sponsorship, and a compelling reason to act.
  • Manage Pursuits: An exceptional team player - you rally and lead the pursuit team through the sales process, convey the prospects/clients’ wants and needs accurately, remain laser focused on what will solve your prospects/clients pain point, and ensure that the pursuit process balances quality and expediency. You position the proposal, usher proposals through the process, and ensure proposals speak the clients language, provide the value they seek, and adhere to 3Pilar’s messaging and brand standards. You will collaborate with Engagement Leaders who are ultimately responsible for structuring and solutioning the engagement.
  • Close Deals: You are a tenacious seller and you don’t let go until you get to yes. You drive for results and you love to win, but you know winning takes discipline. You manage the prospect/client and our internal process simultaneously and drive communication on how we finalize our solution, contract, negotiate, and get the work started. You broker relationships with the prospect/client so that Engagement Leaders are set up for success in delivering business outcomes.
  • Ensure Data Hygiene: You are responsible for your book of business including data hygiene, inclusive of (but not limited to), prospecting volume, pipeline activity, qualification, forecast accuracy, campaign/event, activity/logging and prospect/client account level data, etc.
  • Seasoned Professional: You organize and balance activities appropriately (prospecting, selling, pursuit management) and exercise exceptional judgment in making tradeoffs that drive tangible results. You provide the voice of the prospect/client and industry to our internal teams and help us align our messaging and offerings to what prospects/clients want to buy. You accurately forecast your business and keep systems updated with relevant information about your prospects/clients

3Pillar Global develops software products that help businesses enhance their digital operations by integrating new technologies into existing systems. They offer services in mobile and cloud technologies, focusing on strategic consulting and agile engineering to quickly create and implement software solutions. With teams across America, Europe, and Asia, they serve a diverse clientele, ensuring their products remain relevant through automated testing and continuous updates. The goal is to be a strategic partner for businesses looking to innovate and grow in the digital space.

Company Stage

M&A

Total Funding

$29.4M

Headquarters

Fairfax, Virginia

Founded

2002

Growth & Insights
Headcount

6 month growth

0%

1 year growth

3%

2 year growth

-10%
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Simplify's Take

What believers are saying

  • The acquisition of Chenoa Information Services positions 3Pillar Global to enter the lucrative $27B low-code market, expanding their service offerings.
  • The appointment of experienced leaders like Scott Wilson as Chief Revenue Officer and Scott Varho as Chief Evangelist strengthens the company's strategic direction and market presence.
  • Recognition as a 2022 Premier Sales Employer by the Institute for Excellence in Sales highlights 3Pillar Global's commitment to fostering a high-performing sales culture.

What critics are saying

  • The rapid pace of technological change requires continuous innovation, which can strain resources and lead to potential burnout among employees.
  • Integrating acquisitions like Jonah Group and Chenoa Information Services poses challenges in aligning corporate cultures and operational processes.

What makes 3PillarGlobal unique

  • 3Pillar Global's focus on integrating disruptive technologies like mobile and cloud into existing systems sets it apart from competitors who may not offer such comprehensive solutions.
  • Their global delivery model, with teams in America, Europe, and Asia, ensures they can meet the diverse needs of clients worldwide, unlike competitors with a more localized presence.
  • The company's emphasis on long-term quality and adaptability through automated testing and iterative updates ensures that their software products remain relevant and effective over time.