[Hiring] Principal Account Executive @Hyland

Role Description

The Principal Account Executive is responsible for developing and maintaining relationships with new and existing customers or partners — with the objective of consistently meeting or exceeding assigned sales goals.

• Develop a comprehensive sales plan to meet or exceed quota.
• Identify and prioritize opportunities for assigned high-risk, high-impact existing or potential customers or partners.
• Operate as a trusted advisor to senior and executive-level leadership.
• Leverage long-term vision, strategy, and roadmaps to generate and maintain a consistent pipeline.
• Communicate accurate sales forecasting on a real-time basis.
• Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits, and sales calls.
• Educate customers on the benefits of the company's solutions and create new opportunities.
• Partner with sales solution engineers in the development and delivery of software demonstrations.
• Engage company specialists and support resources to advance opportunities.
• Determine the viability of RFP requests to influence the development of responses.
• Develop the closing plan and strategy for accounts.
• Lead negotiation and contracting processes to ensure deals close on time as forecasted.
• Build and maintain strategic internal working relationships to enhance sales execution.
• Attend and actively contribute to trade shows.
• Engage customers or potential customers in company marketing efforts.
• Tailor plans to meet customer needs and educate key executives on future business and technical needs.
• Operate as an innovative thought leader and subject matter expert for the sales team.
• Mentor, coach, and influence team members.
• Contribute to the overall growth and quality of sales processes.
• Consult on market trends, best practices, and industry insights.

Qualifications

• Bachelor's degree or equivalent experience.
• Significant experience as an Account Manager in a complex environment.
• Proven track record of year-over-year sales generation success.
• Deep knowledge and expertise in sales, a relevant industry, or technology solutions.
• Comprehensive understanding of best practices and market trends.
• Proficiency in opportunity management and account planning tools.
• Excellent ability to establish rapport and gain the trust of others.
• Strong oral and written communication skills.
• Excellent negotiating and influencing skills.
• Up to 50% travel time required.

Requirements

• Demonstrated experience operating as a trusted advisor to senior and executive-level leadership.
• Proven ability to leverage deep industry expertise to educate customers on the value of company solutions.
• Experience determining the viability of RFP requests and influencing the development of responses.
• Experience operating as an innovative thought leader within a sales organization.
• Experience attending and actively contributing to trade shows and industry events.

Benefits

• Career development resources.
• Wellbeing programs.
• Innovation practices.
• Support for employee initiatives.
• Alignment of giving campaigns and programs to organizations important to employees.

Company Description

Hyland is the pioneer of the Content Innovation Cloud™, delivering ubiquitous enterprise intelligence to organizations with solutions that unlock actionable insights and drive automation.

• Trusted by thousands of organizations worldwide, including many of the Fortune 100.
• Hyland's solutions create the foundation for a connected, agentic enterprise.
• Teams harness the power of AI to redefine how they operate and engage with those they serve.