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Account Executive



Sales & Business Development
United States
Posted on Tuesday, July 25, 2023

The Account Executive (AE) is responsible for successfully selling Sentera solutions within a geographic territory. The AE will use technical, organizational, and industry knowledge to influence potential customers in their purchasing of products and services. Duties will include identifying and properly qualifying business opportunities; preparing formal proposals; leading negotiations within a complex decision-making process; and overcoming objections to close sales. The AE will have the opportunity to maintain a strong knowledge of offered solutions and provide accurate sales forecasts in a consistent manner while focusing on revenue generation from new customers as well as cross-selling opportunities to existing customers.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

  • Identify and qualify business opportunities through marketing-generated leads and prospecting.
  • Initiate telephone calls to develop relationships, identify problems, and propose our solutions.
  • Navigate the sales process by identifying the need, positioning the solution, scheduling, and participating in the demonstration of the solution, managing the trial process, and closing the sale.
  • Communicate customer demand and trends internally.
  • Lead negotiations, coordinate complex decision-making processes, and overcome objections to closure.
  • Develop and maintain excellent relationships with internal staff and external customers.
  • Document all communications with customers diligently in company’s CRM solution.
  • Own pipeline opportunities, forecasts, and other performance reports.
  • Prioritize tasks and multi-task to address current company goals and objectives.
  • Achieve annual quota according to pre-determined plans.
  • Attend trade shows to generate leads as needed.
  • Comply with Company policies and procedures.

The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education & Experience

  • A Bachelor’s degree from a four-year college or university is required.
  • Two or more years of sales experience is required.
  • Experience with agriculture technology or software sales preferred.
  • 4-year degree in a business, technical, or agricultural-related field
  • Ability to work cross-functionally on projects and organizational initiatives
  • Exceptional communicator with strong writing and presentation skills
  • Experience helping non-technical customers to adopt technology to solve day-to-day problems
  • Strong organizational and project management skills
  • Existing relationships at large agricultural science companies are a plus

Skills & Abilities:

  • Proven track record of consistently exceeding corporate objectives and quotas.
  • Strong presentation, communication, organization, and time management skills.
  • Demonstrated ability in problem-solving and negotiation with special emphasis on closing the sale.
  • Proficient selling skills necessary to identify opportunities, position solutions, and close deals.
  • Self-driven, motivated and results-oriented.
  • Ability to work individually and as part of a team.
  • Ability to learn and demonstrate (at a high level) Sentera’s solutions.
  • Ability to professionally represent the company on the telephone and at trade shows.
  • Knowledge of utilizing the internet, MS Office tools and visual meeting presentation tools.
  • Experience managing territories and diverse product offerings.
  • Hybrid or remote
  • Competitive salary and equity options
  • Generous paid time off at hire
  • Medical, dental, vision, HSA, FSA, Dependent Care coverage options
  • 401k with a 4% company match