Description:
As a Shipping Growth Executive within our Digital Shipping Solutions team at Pitney Bowes, you’ll be focused on Shipping, Locker, and other growth / expansion / upsell / and Competitive Displacement products sales within our SaaS based suite of solutions. In this role you will be hunting for new and managing existing key client relationships with a focus on expansion selling within existing accounts outside of the existing contract renewal window. A successful Shipping Growth Executive will be a consultative sales professional who is able to close business in any environment (virtual, in person, over the phone), you will be responsible for the full sales cycle from lead to contract renewal.
Location:
This field-based sales role will primarily serve Indianapolis and Ohio and Kentucky (remote).
You Are
- A dynamic seller who enjoys every aspect of a growth role, from lead generation to close
- An individual who enjoys partnering and collaborating with cross-functional teams
- Continually learning and developing as an Account Executive in the Technology space
You will
- Own the full sales cycle (i.e., from lead generation through closing) for our full suite of growth solutions
- Drive expansion and land revenue for high shipping need clients
- Use a customer-focused, consultative sales process to educate prospects on which of our products or services will best fit their needs
- Conduct product demos, negotiate contracts, and manage relationships across a wide array of prospects and customers
- Capture organic expansion growth for the entire portfolio, along with competitive displacement, or win-backs
- Become an industry expert in office shipping, warehouse shipping, and eCommerce for global and domestic
- Collaborate with cross-functional teams to improve our software products in an effort to identify new opportunities for growth
- Understand and effectively communicate the value proposition of the Shipping, Locker, MailStream OnDemand, and expansion solution product set
- Collaborate with segment-aligned Client Success Managers, Sales Engineers, and Product Specialists to meet objectives
- Utilize CRM / Prospecting Technology Tools as well as Pipeline Management Tools to identify new prospects, properly manage lead and opportunity progression, and report on lead development and sales success
- Engage with C-Suite as well as other Stakeholders in a client facing capacity
- Conduct face-to-face meetings virtually or in person when available/ required
- Complete other duties as assigned
Your Background
As a Shipping Growth Executive, you have
- 3+ years in B2B sales
- Strong understanding and prior experience selling SaaS solutions (eCommerce / Warehouse Shipping / Mailing Solutions / Office Shipping preferred)
- Successfully closed business over the phone or in virtual meetings
- Experience and proven track record of initiating contact through cold calling
- 3+ years of successful Prospecting / Hunting with excellent Sales Discovery & Client Needs Analysis skills
- Demonstrated comfort with learning new processes, skills, and methodologies.
- Agility in work practices and a willingness to adapt based on new information.
- Effectively leveraged CRM systems, prospecting tools, and other sales tools to build and manage a robust book of business
- Successfully applied consultative selling techniques to identify client needs and demonstrated proficiency in Solutions-Based sales
- Proven track record of taking accountability for your own success by building your strategic plan, including weekly, monthly, and quarterly goal setting and execution to drive sales results
- Demonstrated ability to maintain accountability for achieving set objectives and delivering measurable outcomes