Account Executive; Southeast Sales

Location:

Remote with travel.

Must be located for remote work within the Southeast states of the U.S.

Reports To:

Senior Vice President of Market Development or equivalent leadership

Travel:
Approximately 20-25%

If you're motivated by uncapped earning potential, this is the role for you. In addition to your base salary, you'll be eligible for a competitive commission plan designed to reward strong performance and successful new-business development.

SPS is seeking a commercially driven Account Executive to generate and develop net-new business and expand SPS's market presence within the southeast market.

This is a hunter-focused, new-business sales role responsible for building a self-generated pipeline of qualified enterprise opportunities and managing the sales process from prospecting through contract execution and transition to implementation.

The Account Executive will identify and engage prospective clients, develop relationships with senior decision-makers, uncover workplace and business-process challenges, and position SPS as a strategic partner through a consultative and solution-based sales approach.

The ideal candidate is comfortable creating opportunities before a formal RFP or buying initiative exists, conducting outbound prospecting, networking with senior business leaders, researching target accounts, identifying buying triggers, and developing relationships across complex organizations.

SPS provides technology-enabled workplace services and business-process solutions that may include workplace experience, reception and hospitality, office logistics, physical and digital mailroom, shipping and receiving, records and document services, print management, visitor management, workflow automation, and technology-enabled business support.

• Develop and execute territory and account strategies focused on enterprise organizations and priority markets.
• Identify, research, and prioritize target companies and named accounts with strong potential for SPS solutions.
• Generate self-sourced pipeline through cold calling, outbound email, Linked In and social selling, networking, referrals, industry associations, conferences, events, and other business-development activities.
• Create opportunities by identifying workplace, employee-experience, office-logistics, business-process, information-flow, automation, and service-quality challenges.
• Maintain a disciplined prospecting cadence across phone, email, social channels, events, referrals, and strategic relationships.
• Consistently achieve or exceed established activity, pipeline, bookings, and revenue goals.

• Build relationships with senior decision-makers and key stakeholders within prospective client organizations.
• Conduct account research and develop named-account plans that identify business priorities, organizational structure, key stakeholders, buying triggers, competitive considerations, and opportunities for SPS.
• Develop stakeholder maps and expand relationships beyond a single point of contact.
• Engage with leaders across facilities, workplace experience, corporate real estate, office administration, procurement, operations, shared services, HR, technology, legal operations, finance, and other business functions.
• Identify and leverage buying triggers such as office moves, expansion, mergers and acquisitions, return-to-office initiatives, changes in workplace strategy, vendor dissatisfaction, contract renewals, cost-transformation initiatives, leadership changes, and technology modernization.

• Conduct discovery conversations to understand client objectives, current operating models, service gaps, workplace challenges, vendor environments, decision criteria, buying processes, timelines, and desired business outcomes.
• Position SPS through a consultative, value-based solution-selling approach rather than transactional selling.
• Develop value propositions connecting SPS capabilities to client priorities such as employee