ATS is transforming the construction engineering and design processes. We create tools that solve commercial building product manufacturers' biggest challenge; driving demand for their product at the specification stage. We also are leaders in the use of AI to simplify and expedite the quotation process that allows manufacturers to sell more and distributors and wholesalers to win more projects.
ATS has a strong work ethic committed to delighting clients and providing them with exceptional service. Our thriving and motivated culture is the heartbeat of our organization. We hope you will become a part of it!
As an Account Executive, you will focus on:
Subscription Revenue
- Generating new relationships and building rapport with manufacturers, wholesalers & manufacturers reps
- Learn the ATS value proposition and be able to dialogue with your prospects about where they are experiencing challenges that ATS can solve.
- Keeping thorough notes and building account plans to ensure the playbooks are followed
- Identifying internal champions and work with them to help escalate the ATS message inside their organization
- Achieve annual quota targets
- Sales strategies - Develop effective and specific account plans to break into new accounts and develop relationships to drive a strategy throughout the organization as a trusted advisor. This is a dedicated focus on securing new logos.
- Develop territory strategy with marketing team to maximizing coverage
- Customer Acumen - Actively understand your client’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
- Business Value Selling - Utilize customer success studies, benchmarking and ROI data to support the customer’s decision process.
Encourage all accounts to become references.
Demand Generation, Pipeline And Opportunity Management
- Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve towards 2,3,4 & 5x coverage.
- Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
- Support all promotions and events in the territory
- Hunter mentality with a high-velocity work ethic
Sales Excellence
- Sell value using a disciplined approach to understand the customers challenges so you can position the solution in the context of the challenge.
- Maintain a curious approach to self-improvement and input to always be growing in skill and mastery of the art of selling.
- Maintain CRM system with accurate customer and pipeline information.
- Understand the competition and effectively position solutions against them.
This role focuses on prospecting, pitching & closing our company’s software solutions to construction industry professionals including manufacturers and their representatives, wholesalers, and others involved in construction specification creation & project quotation.
As our Account Executive, you must have:
- A post-secondary degree in a related field with 5+ years of progressive experience as a quota carrying new business hunter in SaaS based technology sales;
- a minimum of 3 years of construction industry exposure with either product manufacturers, wholesale distributors or independent sales rep experience in the plumbing, HVAC, electrical or similar categories
- A good understanding of pricing, distribution and supply of publicly tendered commercial construction products as it relates to MEP (Mechanical, Electrical and plumbing) including the standards, local building codes and the ability to interpret construction documents and specifications.
- Excellent written and verbal communication skills, with the ability to manage and influence across all levels of the organization;
- Superior organizational skills, with the ability or prioritize and manage multiple tasks with accuracy and strong attention to detail;
- Proven analytical and problem solving skills with the ability to quickly learn new concepts/processes;
- Adaptable, flexible and comfortable working in a fast paced and frequently changing business environment;
- Professional demeanor and appearance with a flair for polished presentations;
- Willingness to travel - overnight travel is estimated at 15% to 20%;
Your Life and Career at ATS:
ATS is dynamic, industrious, innovative and collaborative. We believe diverse and inclusive organizations create work environments that are inventive and open-minded, where people spark new ideas and explore alternatives. At ATS, we offer the following to make sure you have a rewarding and enjoyable experience.
To learn more about our company visit our web page: https://www.atssoftware.com/ and our promotional video: http://youtu.be/MPyk3BdN-8o
Allied Technical Sales Inc. values diversity and is proud to be an Equal Opportunity Employer. We are committed to the principles and practices of employment equity and encourage all qualified individuals, including women, persons with disabilities, visible minorities, and Aboriginal Peoples to apply. Should you be individually selected to participate in an assessment or selection process, accommodations are available upon request in relation to the materials or processes to be used.
Job Type: Full-time
Pay: $90,000.00-$100,000.00 per year
Benefits:
Application question(s):
- What are your salary expectations?
- Do you have any experience in sales leadership for a Software as a Service (SaaS) company?
- Please describe your experience in the construction industry and your understanding of the Spec close rate?
- Do you have experience in the plumbing industry? If so please describe it?
Experience:
- SaaS: 5 years (required)
- Commercial construction: 3 years (required)
- Construction plumbing: 5 years (required)
- being a manufacturers representative for a plumbing company: 5 years (required)
Work Location: In person
