Account Executive

Account Executive - New Business

Remote-USA #LI-remote

Why We Need You – The Mission

Veryon is a global information services and software company that exists to make flying safer and more reliable. Our leading-edge products help reduce operating costs, improve aircraft reliability, and support technical knowledge sharing and collaboration within the general and business aviation, military/defense, commercial aviation, and OEM industries. We have deployed solutions for multiple Fortune 100 companies, supporting more than 75,000 aircraft maintenance professionals worldwide. As a global company, Veryon has more than 7,500 customers in 137 countries, with nearly 50 years of experience in the information services and software industries.

We are backed by Accel-KKR, a technology-focused investment firm with over $11 billion in assets under management, and ParkerGale Capital, a private equity firm based in Chicago that invests in founder-owned technology companies - both with a strong history of growing companies in partnership with leadership teams.

As an Account Executive on our team, you will become a trusted advisor to new customers and will use your relationship-building skills to deeply understand their unique company challenges and goals. You will consult with new customers to identify their pain points with the goal of aligning Veryon’s solution to solve those problems. Being successful in this role will depend on you quickly learning about our product, our industry, and the value proposition of the business issues we solve, combined with positive attitude and energy.

You will be responsible for executing the sale of Veryon’s software throughout a specified region with monthly and annual quotas. The ideal candidate enjoys prospecting, cold calling and creating new relationships, while achieving goals in a fast-paced, innovative, and growing company.

What You’ll Accomplish - Your Performance Objectives

Objective #1:

In your first 2 months, onboard, get up to speed on the Company, our processes, and our market:

· Develop a deep understanding of how Veryon delivers and adds value to our customers by meeting with all key business leaders to understand our customers, approach, and opportunities

· Learn the product and conduct a successful presentation, discovery, and demonstration for our prospects

· Work with the Sales Leadership to design a learning plan that will help you ramp up the sales process and learn best practices in pipeline management and forecasting

· Present a territory plan on how you will meet your sales quota

· Close your first deal

Objective #2:

In your first 4 months, establish a cadence and series of efficient, repeatable, processes:

· Manage sales pipeline, moving prospects through the stages of the sales cycle in a high-velocity environment

· Conduct multiple, in-depth product demos to new customers each week

· Generate outbound sales activity to meet pipeline growth goals

· Maintain LinkedIn presence, promote marketing material, and connect with industry members.

· Attend trade shows and conventions as needed.

· Create $100K of pipeline on a monthly basis

· Close $25K of New Business on a monthly basis

Who We’re Looking For - The Personal Competencies That Matter

Trusted advisor to customers and colleagues: Establish domain expertise by learning about our industry and conducting deep discoveries. Gain the trust of new customers by showing them a better way and leading them through their evaluation journey and beyond

Business acumen: This person (and their team) will be the “go-to” for new customers and should be comfortable discussing all but the most technical facets of our product line. They need to be deeply conversant with their product(s) and have a solid working knowledge of both our domain and the way we add value for our customers.

Articulate Value: You will employ consultative selling and Solution selling to enable the prospect to arrive at the “Why us, Why now, Why do anything”

Collaborative: You have empathy for your colleagues and customers. You demonstrate and influence cross-functional collaboration within the company and seek out opportunities to build relationships with others, especially in product-related functions, and can drive initiatives forward, even when difficult personalities or politics stood in the way.

Customer-obsessed: You deeply understand who loves your product, the value they derive, and how you are different than alternatives. You expect the same level of customer intimacy from yourself and center your meetings with those who work for you around what we are learning from our users.

· One Veryon: By thinking beyond myself, my department, my product

· Find a Better Way: For today and tomorrow (when we are twice the current size!)

· Assume Positive Intent: Through interactions, healthy conflict, opportunities, and different points of view

· Driven to Exceed: We take pride in our work and exceeding expectations