Mission – Why We Need You

Founded in 1980, SMA Technologies provides intelligent automation solutions with purpose-built integrations for financial institutions. We are banking experts, who make complex simple, and own our customers' outcomes. This reflects who we are, how we work, and the community we are building together. Be the driving force behind innovation - join us on our mission to shape the future as our Commercial Account Executive!

Objectives - The Problems You'll Solve

Reporting to our Head of Sales, SMA Account Executives are the engine that drives revenue growth. As an Account Executive, you will be solely focused on driving sales by managing and growing new client relationships. This is a quota-carrying role responsible for the entire sales cycle from opportunity qualification to closing, including discovery, product pitch/ demo, proposal development, contract negotiation, and pipeline forecasting.

SMA has committed significant time, resources, and product development to the Financial Services industry. The ideal candidate is eager to partner with Product, Marketing, BDRs and Pre-Sales to refine the way we deliver value to customers by improving the way we uncover pain, showcase the product and advance our offerings over time.

How You'll Get There

In your first 6 weeks, onboard, get up to speed, and complete our sales training program to demonstrate your knowledge of our product, customers, and the pain we help solve

• Connect with members of our Sales, Marketing, Product, and Technology teams to understand our offerings and why our customers value them.
• Learn our sales process, methodology and forecasting guidelines.
• Get acquainted with our messaging and competitive positioning, including listening to call recordings, “riding along” with other AEs and leading mock calls.
• Ramp up on our CRM, meeting cadence, and sales methodology; begin planning and reporting on progress within your book of business.
• Speak with initial Sales Qualified Leads, execute top of funnel outreach and begin to develop early-stage pipeline.

In your first 3 months, take ownership of your territory, sales forecast, and book of business

• Understand SMA’s product offerings and competitive landscape, including the business problems we solve to deliver value and exceed customer expectations.
• Prioritize your Banking vertical territory and collaborate with team members (Business Development Reps, Sales Engineer and Consulting) to uncover customer needs and optimize productivity.
• Begin weekly reporting on your quarterly sales forecast and rolling pipeline
• Own the sales process: discovery, demo, proposal development, negotiation and closing.
• Establish a strong list of prospects and show a sales pipeline equal to 30-50% of quota.
• Create a strategic plan of how to move prospects along in the sales funnel with specific steps aimed towards a goal of deal closure.
• Assess the current status of our marketing and product positioning for the Banking vertical and present your findings to Leadership.

Within 9 months, fully ramp + regularly achieve/exceed your quota and help us continue to build a high-performing sales team inside of SMA

• Display mastery of our sales process and methodology, including a high accuracy quarterly forecast.
• Show progress in your prospecting and opportunity creation efforts, including having a top 10 list of accounts, names of contacts, role and corresponding deal size. The expectation is to have your first deal closed in under 9 months.
• Analyze performance metrics in your individual Sales Dashboard to ensure pipeline stage progression, improve deal velocity and increase win rates.
• Review personal call recordings to streamline messaging and improve sales positioning.
• Partner with our Consulting team to scope the work for new install and implementation.
• Contribute to the continuous improvement of our team and playbook
• Lead ongoing “post mortem” sessions with Product and Marketing on why we win/lose opportunities.

Competencies – What we’re looking for

Trusted advisor to customers and colleagues: You will establish domain expertise by learning our industry and conducting deep discovery calls; all while practicing solution/consultative selling techniques. Gain the trust of the customer by understanding/identifying their pain and leading them through their evaluation journey and beyond.

Sales closing skills: Despite utilizing a consultative sales approach, you also understand the need to move an opportunity forward. You can ask the right questions, listen for buying signals and asking for the sale. You will move on when prospects seem not ready to buy but will also stay on their radar for future business.

Customer-First Mindset – We’ll expect you to quickly ramp up and become a go-to resource on:

• Our product, the pain it solves for our customers, and how we’re different than our competitors.
• How to tailor your messaging to fit different personas and customer mindsets.
• The state of our existing customer opportunities – renewals, upsells, and cross-sells.
• How to identify customers in our “winning zone” – and quickly disqualify those that aren’t.

Strong CRM and Forecasting Discipline– You understand and respect the link between documenting your activity and the ability to analyze and forecast your book of business. Your CRM data reflects your activity and allows you to produce an accurate forecast on-demand.

A Great Teammate – You know you can’t do it by yourself. You’ll be an important conduit for feedback from our customers, and you can show us that you can not only listen to that feedback, but proactively share it with the other leaders on our team so we can build better products and sell + market them more effectively. You also lean in to help whenever you can – sales, marketing, product. You’re there to make the whole team better.

Accountable - You do what you say you will and aren’t afraid to own your mistakes. You take the lead but are willing to ask for help. You aren’t afraid to commit to deadlines and will go the extra mile to make sure you deliver on what you’ve signed up for.

What’s in it for you?

At SMA, we pride ourselves on ensuring that our employees are taken care of and that you have what you need to succeed in and out of work. In addition to competitive compensation, we provide:

• A remote first environment – Work from wherever you are comfortable in the contiguous U.S. as SMA Technologies is a remote first organization
• SMA will provide all the gear you need to be successful in your role, including your choice of Mac or Dell Laptop, $100/month phone + internet reimbursement, monitors, gear to get yourself started, plus a one-time $250 stipend to purchase any extras
• 100% Company paid health, dental and vision insurance for you and your immediate family on our competitive HSA plan offering. SMA also contributes $1,800 per year into an HSA account for you to spend on qualifying healthcare costs
• 100% company paid LTD, AD&D and basic life insurance for you
• Flexible PTO (similar to unlimited PTO) and flexible working hours to accommodate a great work/life balance
• 11 Paid Holidays
• Quarterly Wellness Day to recharge in whatever way you need.
• $2,500 Annual Professional Development stipend to help you continue to enhance your skills

How We Work – Our Core Values

Be Kind- We are kind and helpful. We care and act with empathy. We take care of ourselves, each other, and our customers. We understand boundaries. We believe clear is kind. We exhibit healthy behaviors and are self-aware.

Be Authentic- We are genuine. We are real. No pretenses. We know ourselves and celebrate our differences of thoughts, ideas, and skills. We show our true self -our whole self- every day. We unlock our teams' potential by unlocking our own and each other's potential. There is only one you and we want to see YOU every day.

Be Collaborative- We unite for a common cause. We are in pursuit of the best idea - not our own idea. As a remote company, we must collaborate and communicate to make a difference - an impact. We do this for our teams and for our customers.

Be Determined- Giving up is not in our nature. We are smart people who solve tough problems. We have a bias toward action. We strive for great outcomes. We achieve our goals. We deliver success for customers, ourselves, and each other.

Work Environment and Physical Requirements

Work primarily in a climate-controlled environment with minimal safety/health hazard potential. High level of stress. Sedentary, sitting, walking, infrequent lifting (overhead, waist level) from floor, bending, frequent near vision use for reading and computer use.

Physical Activity Frequency

Sitting 90%

Walking 100%

Crouching/Bending/Stooping 1%

Reaching 1%

Grasping 1%

Pushing/Pulling 1%

Near Vision 80%

Far Vision 20%

Hearing 100%

Speaking 90%

Lifting/Carrying - up to 10 lbs 10%

Lifting/Carrying - up to 25 lbs 1%

Lifting/Carrying - up to 50 lbs 0%

Lifting/Carrying - up to 100 lbs 0%

EEO/AAP for Protected Veterans and Individuals with Disabilities

Unisoft International, Inc. dba SMA Technologies is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, pregnancy, genetic information, disability, status as a protected veteran, or any other protected category under applicable federal, state, and local laws.

If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact 281-348-9606 or recruiting@smatechnologies.com for assistance.