Manage and expand enterprise customer relationships through advocacy, retention, quarterly and annual business reviews, issue resolution, and regular engagement. Own new-business sales cycles, including prospecting, demonstrations, proposals, negotiations, and closing. Identify expansion opportunities within existing accounts, manage upgrades using Salesforce CPQ, maintain pipeline data, and collaborate across sales, marketing, product, implementation, support, and customer success teams.
We are HCSS. For the last 40 years, we have been developing software to help construction companies streamline their operations. Based in Sugar Land, TX, our mission is helping customers achieve excellence through our proven customer-centric, end-to-end solutions and exceptionally helpful service, while providing a great life for our employees. With this mission at the core of everything we do, HCSS is a pioneer and leader in the construction software space and a consistently recognized employer. We have earned Best Companies to Work for in Texas honors for 18 consecutive years and have been named a USA Today Top Workplace. HCSS has also been recognized by Built In as a Best Place to Work in Greater Houston and by Construction Executive for our technology innovation, reflecting our strong culture, industry leadership, and commitment to excellence.
WHO WE NEED:
The Enterprise Farmer Account Executive II plays a pivotal role in nurturing and expanding relationships with HCSS's enterprise customers. This dynamic position is primarily focused on customer advocacy, driving satisfaction, and fostering loyalty through strategic engagement.
Qualifications:
- A minimum of 4 years of experience at HCSS or in a comparable role within the Construction Technology industry
- Demonstrated success in serving customers across sales, implementation, project management, and support functions, with a strong focus on delivering results
- Proven ability to effectively manage multiple complex projects and deliverables, while navigating competing priorities and deadlines
- Exceptional verbal and written communication skills, with the capacity to engage and influence stakeholders at all levels
Role Responsibilities:
Sell
- Lead Generation & Prospecting: Proactively identify, qualify, and target new business opportunities within your assigned territory or vertical market
- Sales Strategy & Execution: Develop and execute strategic sales plans to achieve and exceed quarterly and annual revenue targets
- Full Sales Cycle Management: Own the end-to-end sales process, including initial outreach, discovery calls, product demonstrations, proposal creation, negotiation, and deal closure
- Product Expertise: Become an expert in our product/service offering and clearly articulate its value proposition, competitive advantages, and return on investment (ROI) to potential clients
- Pipeline Management: Maintain accurate and up-to-date records of all sales activities and pipeline progress in the CRM system (e.g., Salesforce)
- Collaboration: Work closely with the Sales Development, Marketing, Product, and Customer Success teams to align strategies and ensure a seamless client experience
- Market Feedback: Gather and relay valuable market feedback to internal teams to help inform product development and marketing strategies.
Connect
- Cultivate and enhance strategic relationships with enterprise customers, serving as their primary advocate within HCSS [Approximate 60% of time.]
- Drive customer satisfaction and loyalty initiatives to ensure the retention of high-value enterprise accounts
- Conduct comprehensive Quarterly and Annual Business Reviews (QBR & ABR) to align on goals and deliver exceptional value to enterprise customers
- Serve as the key internal liaison, expertly coordinating cross-departmental projects, presentations, services, and communications to meet customer needs
- Proactively manage and resolve customer requests and escalated issues, ensuring timely and effective solutions.
- Maintain ongoing engagement with accounts through regular monthly check-ins to foster strong partnerships and address evolving needs
Grow
- Gain a deep understanding of customers' business models and strategically cultivate leads from existing accounts by identifying and qualifying high-value opportunities. [Approximate 30% of time.]
- Propel revenue growth by nurturing and managing robust relationships with existing clients, including executing upgrades and sales initiatives
- Identify and qualify potential leads within accounts, leveraging Salesforce CPQ to efficiently execute upgrade processes
- Collaborate in the development of comprehensive business cases and benefits management plans to support client initiatives
- Actively participate in the sales cycle, providing leadership and expertise to drive successful outcomes
Travel Requirements:
Some travel per Manager discretion
BENEFITS & PERKS:
Part of our mission is to provide a great life for our employees. We believe that when our people are happy, they do their best work. Some of the benefits and perks we offer include:
- Flexibility to work Remotely
- Medical, dental, and vision coverage with company-paid and employee-paid options
- Paid holidays, sick days, and personal time off
- Employee Resource Groups (ERGs) that foster connection and inclusion
- On-site amenities including a covered basketball court, soccer field, track, pickleball/tennis courts, gym, etc.
- Dog-friendly campus and WiFi-accessible courtyards
- 401(k) with a 5% company match
- Coverage for employee professional development and wellness
- And more!
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