Sales Executive - Mid-Market

Job Overview

The Sales Executive, Mid-Market is an individual contributor seller who is an organized, results-driven hunter, who thrives in a fast-paced environment and has a proven track record of hitting quota. The ideal candidate has experience in software sales and is responsible for new business acquisitions.

The Sales Executive is responsible for developing and executing a territory sales plan primarily focused on the acquisition of new customers. The individual will maximize every sales opportunity and achieve sales quota for an assigned territory. We are looking for a “doer” with an ability of selling in a remote, virtual environment who can present the Cendyn Solutions via on-line demonstrations.

This position will sell to hotel properties, management companies, and other accommodation providers.

• Develop and execute a comprehensive territory sales plan for selling Cendyn’s cloud-based software and services within assigned territory.
• Develop and maintain a robust, diversified sales pipeline for potential new customers; review and analyze market data.
• Identify potential hotel, management company targets.
• Phone, Email, and Linked In prospecting and lead generation.
• Proactive inbound lead response time.
• Understand business needs of prospects and develop solutions that meet their needs.
• Utilize consultative sales approach—ask relevant questions to uncover needs, identify barriers and overcome objections.
• Thoroughly vet out each customer’s decision‑making process, timelines, key stakeholders during the sales process. Knowledge of MEDDICC methodology is an advantage.
• Develop and maintain rapport with key stakeholders for prospects and customers to build strong long‑term partnerships.
• Prepare and deliver compelling sales presentations and sales proposals.
• Identify additional product opportunities.
• Timely and professional follow‑up with both internal team members and customers.
• Negotiate and prepare contracts with potential customers.
• Achieve Sales Quota on a consistent basis throughout the year.
• Represent the company during trade shows and other official occasions/events.
• Use Salesforce as the system of record for all sales activity, comply with SOPs for keeping accounts, leads, opportunities, contacts and activity up to date
• Establish thorough knowledge of Cendyn’s product and service offerings, pricing structure, contract management parameters, policies and procedures.
• Liaise with Cendyn Marketing team to implement Marketing strategy within assigned territory.
• Follow internal processes to assist Customer Success teams successfully onboard new customers.
• Participate in regular structured sales and business training programs to improve sales performance.
• Develop and maintain awareness of industry trends, opportunities and competitive landscape.

This position has daily interactions with customers, team members and various critical departments within the organization. In many cases, interactions with both internal and external parties will be at mid and upper management levels.

• Bachelor’s Degree required.
• Experience in working on your own and being self‑motivated.
• Successful track record of building, managing and closing sales pipeline.
• Strong sales, analytical, pragmatic, organization, communication and people skills required.
• Ability to adapt quickly to new technologies, products and procedures.
• Ability to work and thrive in a multi‑tasked and fast‑paced environment.
• Ability to innovate, overcome obstacles and implement best practices including sales methodologies.
• Proficiency with Microsoft Office Suite required (Word, Excel, PowerPoint, Outlook) and computer savvy to learn other applications as needed.
• Hospitality industry knowledge is a plus.

• Sales:
  Proven experience in successfully selling cloud‑based software, SaaS sales.
• Relationship Building:
  Builds effective relationships through positive communication that motivates and influences others in achieving corporate objectives.
• Personal Effectiveness:
  Produces outstanding results both professionally and personally by being proactive and committed. Continually focuses on achieving positive…