Tuesday, November 29, 2011

Pegasystems vacancy for Account Executive - Media and Communications



Account Executive - Media and Communications

Job Purpose

Responsible for selling into and radiating within defined, assigned target accounts. Responsible for managing the entire sales process from penetration through successful deployment. Responsible for consistently meeting and/or exceeding assigned booking goals. Vertical expertise may be in Financial Services, HealthCare, Insurance, Pharma, or in another company defined vertical.

Key Result Areas
The advanced level is distinguished by additional specialized knowledge in breadth and/or depth, as well as record of success in sales.
Viewed as an expert in the field.
Assigned to large, complex, high visibility, strategic, or tactically important accounts.
May have a leadership role.
Meet or exceed defined bookings targets
Penetration of new organizations/accounts or radiation within our existing customer base in assigned portfolio.

Create Detailed Strategic Target Account plans and coordinate with all functional areas within the client and Pegasystems to successfully identify and drive sales campaigns and ensure successful deployment.

Quickly becomes conversant in Pegasystems value propositions, technology, differentiators, customer references and solutions learning how to map solutions to client needs, and develops an expertise in Pegasystems technology advantages.
Perform in-depth client and industry research to create compelling business cases and RFP responses for customers to engage with Pega.

Maintain accurate and up to date sales and contact records in SF.com to assist with accurate forecasting and reporting.
Participate in regular account review sessions
Critical Competencies

Functional Expertise
Successful Enterprise software sales experience.
Familiarity with BPM space.
Ability to learn and understand complex data relationships and rules-based systems design.

Strong domain expertise in at least one of the following markets: Financial Services, Insurance, HealthCare, Pharma. or other identified vertical.
Relationship sales person, committed to long term customer success
Possesses the appropriate level of technical/functional expertise and knowledge.
Understands and applies procedures, regulations, and policies related to areas of specialized expertise.

Utilizes technology-based tools and processes
Continuous learning and development
Customer service orientation
Results oriented
Behavioral and Interpersonal

Listening
Actively listens, hears and understands what is said as well as not said, and comprehends the meaning and the intent.
Explores alternatives and positions to reach outcomes that gain support and acceptance by all parties.
Uses appropriate interpersonal styles and communication methods to gain acceptance of thoughts, plans, activities, services and products.
Role modeling and Team Work.
Supervisory Responsibility
Sphere of Influence: (Provide data on how broad an impact the position has on the organization e.g.: at cost center level; unit; regional, total company)
May mentor/coach/ train others in Sales

Education and Experience Requirements

Minimum Level of Education
BA/BS Degree or equivalent business experience

Type of Experience and Minimum Number of Years
5 – 8 years of direct Industry Sales experience.
Typically requires 8 – 12 of direct Sales experience.

Working Knowledge of BPM or enterprise-wide specific
solutions within vertical markets.

Success in the sales environment and a proven domain
expertise is necessary. Must have strong affinities in one or
more of our targeted accounts.

Degree of Financial Responsibility

High degree for sales revenue

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For Further Details visit Pega Careers
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