Location: Chicago, Illinois, United States
Travel Required
Full Time
About the Role:
Cumulus is currently seeking dedicated and flexible technology sales leaders to join our mid-market sales team at our global headquarters in Chicago, Illinois. As an Account Executive, you will play a crucial role in driving Cumulus’s rapid growth by acquiring new accounts in the small to medium enterprise market. In collaboration with the SE, channel, field events, customer success, and sales development teams, the Account Executive will assume responsibility for achieving sales objectives in their region. As a representative of Cumulus globally, you will exemplify our team, culture, and services with integrity, enthusiasm, collaboration, and expertise when engaging with partners, prospects, and customers on a daily basis.
Responsibilities:
- Meet quarterly and annual sales quotas consistently by following a robust and measurable sales process, while executing professional sales campaigns
- Discover new prospects in the assigned territory through discovery calls, partner meetings, events, partner registrations, and personal prospecting
- Utilize internal security, communication, and CRM tools to enhance personal efficiency and productivity, ensuring accurate delivery of business and customer information
- Effectively manage multiple business and sales cycles, as well as customer priorities, handling 10-20 sales opportunities each quarter, and strategically pursuing long-term opportunities
- Gain proficiency in competitive offerings to focus on customer requirements and outcomes, ensuring successful opportunity qualification and strategic positioning in sales campaigns
- Collaborate with internal lead generation resources to establish a robust business pipeline and expand opportunities within the territory
- Build strong rapport with prospects, acting as the key coordinator to drive the sales process forward
- Assist in finding, building, managing, and growing new business partnerships within the reseller and ecosystem community, to expand the pipeline and leverage relationships for competitive advantage
- Leverage personal networks and business partnerships to generate new leads for the territory
- Attend a significant number of events and trade shows (8-10 per quarter)
- Travel extensively within the territory to engage with prospective customers onsite
- Collaborate with the management team to develop strategic territory plans in the short and long term
- Continuously improve communication and relationships with pre-sales engineering counterparts to create a cohesive selling process and enhance the customer experience
Required Skills and Experience:
- Possess a Bachelor’s degree or equivalent combination of education and experience in business administration, finance, economics, computer science, or computer information systems. An MBA is a desirable addition.
- Demonstrate expertise in selling techniques within a proven sales process framework, with a minimum of 5 years experience selling to the mid-market (excluding Fortune 500).
- Exhibit a proven track record of consistently achieving sales quotas.
- Require security, storage, SaaS, or related sales experience.
- Communicate effectively, both in writing and verbally, with customers and colleagues at all organizational levels.
- Display the ability to work independently and collaboratively as part of a team.
- Possess a solid level of technology proficiency, including spreadsheet and CRM utilization.
- Show dedication to continuous personal sales development, customer service, and follow-up.
- Adaptability and ability to thrive in a rapidly changing environment are essential.
- Collaborate effectively with various internal groups.
- Successfully convey key technical concepts to both technical and non-technical audiences.
- Must showcase high motivation, self-starting initiative, a positive-aggressive attitude, and excellent organizational skills.
