Account Executive

6 days ago

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Lux Research

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Digital Transformation • Food, Health, and Wellness • Technology Innovation • Energy • Oil & Gas

51 - 200

💰 Private Equity Round on 2017-05

Description

• Lux Research, a pioneer in sustainable innovation, is actively searching for an Account Executive (AE) in North America to join our Chemicals & Industrials sales team. • This role is responsible for selling our research products, data insights and consulting services to new clients in Global 2,000 companies. • In this role you will work with C-Level executives (business and technology leaders) in the consumer products industry across North America. • This is an individual contributor role. • You will engage in a consultative sales approach, meeting with C-Level executives to understand their highest priority initiatives. • You will clearly articulate how Lux Research can deliver deeper market, technology and business insights in support of their decision-making processes. • Develop and implement a sales strategy and go-to-market approach focused on acquiring new business in the assigned region. • Proactively identify, qualify and close new sales opportunities, ensuring a robust and accurate sales pipeline to achieve quarterly targets. • Strategically prospect into senior management levels (Director, VP, C-Level) in areas such as R&D, Innovation, Business Development, Corporate Venturing and Strategy/M&A. • Accurately maintain opportunity information in Lux’s CRM system (Salesforce). • Gain a thorough understanding of Lux Research’s full suite of research (subscription) and consulting offerings. • Identify clients business and technology challenges, demonstrating Lux Research’s value and positioning the company as a strategic resource. • Work closely with a global team including Business Development Representatives, Customer Success Managers, Research Analysts and Consultants.

Requirements

• Minimum 7 years of successful sales experience with a proven track-record of new client acquisition • Experience selling to Global 2,000 Chemicals & Industrials companies, with the ability to win new logos • Proficiency in building business champions and running a complex sales process • Demonstrated success as a “hunter” in solutions selling, new business acquisition, achieving targets and managing personal sales strategies • Experience with intangible sales (B2B) such as research, advisory services, or consulting • Proven ability to cultivate and manage a sales pipeline with multiple opportunities at various stages • Experience finding new business opportunities with an average annual contract value of $100k • MBA or equivalent • Consultative selling style is a must; formal training in Miller-Heiman Complex Sales, Challenger Selling, or similar • Ability to uncover the “unexpected value” and qualify opportunities • Excellent interpersonal, verbal, and written communication skills • Strong detail orientation and understanding of sales pipeline management • Driven by activity and results, with individual performance tied to compensation rewards • Competitive spirit with a strong desire to be successful • Self-starter with initiative and independence • Ability to articulate trends, challenges, and issues to C-level executives • Comfort in a fast-paced, rapidly evolving entrepreneurial environment