Principal Account Executive (Net New)- Financial Services and Insurance

The Principal Account Executive will focus on driving net new business within the Financial Services and Insurance (FINS) industry, specializing in content services solutions. This role is responsible for building and nurturing relationships with enterprise-level clients, targeting highly complex and strategic accounts. The successful candidate will demonstrate expertise in navigating sophisticated sales cycles, delivering tailored solutions, and consistently achieving or exceeding sales goals while driving innovation and value for customers in the FINS sector.

Develop a comprehensive sales plan to exceed quota, including the identification and prioritization of opportunities for assigned high risk, high impact potential customers or partners
• Develop and communicate accurate sales forecasting on a real-time basis
• Operate as a trusted advisor to potential customers; develop and maintain strategic working relationships with senior leadership, including those at the executive level. Utilize long term vision, strategy and roadmaps to generate and maintain constant pipeline
• Leverage expertise and significant best practice knowledge to educate potential customers on the benefits of the company's solution; drive customer need and create opportunities
• Partner with sales solution engineers in the development of software demonstrations for potential customers; actively contribute and participate in software demonstration
• Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls
• Comprehensive understanding of best practices and market trends proactively educate and influence key executives on future business and technical needs; pursue opportunities for company expansion and integration
• Engage company specialist and support resources as needed to advance opportunities
• Determine the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
• Develop and maintain strategic internal working relationships to enhance sales execution
• Attend and actively contribute to trade shows to ensure potential customers are participating in company marketing efforts; tailor plan to meet customer needs
• Develop the closing plan and strategy for accounts with key influencers within the account; lead negotiation and contracting process to ensure deal is closed on time, as forecasted
• Operate as an innovative thought leader among the team; contribute to the overall growth and quality of the sales team and processes
• Serve as a subject matter expert for the sales department and colleagues; consult on market trends and best practices
• Mentor, coach and influence other sales team members
• Comply with all corporate and departmental privacy and data security policies and practices, including but not limited to, Hyland's Information Systems Security Policy

• Bachelor's Degree or equivalent experience
• Extensive knowledge and expertise in sales, with a strong focus on the Financial Services and Insurance (FINS) industry and content services solutions.
• Proven track record of consistently exceeding sales quotas, with verifiable achievements
• Experience leveraging MEDDPICC sales methodology
• Proven experience in generating a robust sales pipeline, including success in outbound prospecting and cold calling to drive new business opportunities.
• Significant experience as an Account Executive in a complex environment
• Proficient in opportunity management and account planning tools
• Excellent ability to establish rapport and gain the trust of others
• Excellent oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact
• Highly organized and experienced at successfully multi-tasking
• Self-motivated with the ability to manage work independently to completion
• Excellent collaboration skills, applied successfully within team as well as with other areas
• Excellent at gaining consensus across multiple departments and leadership levels
• Excellent negotiating and influencing skills
• Or an equivalent combination of education and experience sufficient to successfully perform the principal duties of the job
• Up to 50% travel time required

• Based on individual states' employment laws, the following details are to comply with the relevant salary posting requirements: base salary range of $137,000-$194,000 and eligible for variable compensation and benefits

What you can expect next

• Hyland Recruiters thoroughly review every application and will contact you within 1 to 2 weeks regarding next steps. Be sure to add Hyland to your contacts list and check your spam folder so you never miss a message from us!
• Any follow up questions? Email your Recruiter directly at Careers@Hyland.com.

Benefits

401(k) Retirement Savings. Flexible Schedule. Paid Time Off. Medical, Dental, Vision. Volunteer Paid Time Off. Wellness Reimbursement. Paid Parental Leave. Sabbatical Program.

Find out more by going to https://www.hyland.com/en/resources/articles/why-work-at-hyland .

Welcome to #HylandLife

Since 1991, it has been Hyland's mission to help our employees, customers and partners exceed their potential with our industry-leading content services platform. Our employees exude a contagious energy and are passionate about what they do - whether it's helping customers succeed, raising up their fellow Hylanders, or engaging in the communities where they live and work.

The #HylandLife hashtag encompasses our employee-centric culture. Our employees live our culture day in and day out by bringing their best self to work. Hyland supports them to do just that through career development resources, wellbeing programs and innovation practices. We thrive on diverse viewpoints and new ideas and believe that a positive, inclusive workplace is imperative to sustainable success.

As we've grown to a company of nearly 4,000 strong, we have the opportunity to make a significant impact on our communities. We strongly support employee initiatives and align our giving campaigns and programs to organizations that are important to them.

We are committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin or ancestry, sex, age, physical or mental disability, veteran or military status, genetic information, sexual orientation, marital status, or any other legally recognized protected basis under federal, state or local laws, regulations or ordinances. The information collected by this application is solely to determine suitability for employment, verify identity and maintain employment statistics on applicants.