The Role
Owns new customer acquisition across an Eastern Michigan territory, managing the full enterprise SaaS sales cycle from prospecting and product demonstrations through negotiation and closing. Builds relationships with executives and field personnel, develops prospect-specific outreach strategies, manages pipeline and forecasts, conducts onsite meetings, and delivers revenue growth. Requires frequent territory travel, strong negotiation and presentation skills, and experience selling software to construction or related industries.
Summary Generated by Built In
Position Description
Tenna is searching for a highly motivated and ambitious Regional Account Executive based in Eastern Michigan. As a Regional Account Executive, you will work within the Sales Team, focused on hunting, selling, and closing new customers that fit Tenna’s defined target profile. Regional Account Executives actively and aggressively hunt new business while facilitating all aspects of the sales cycle (prospecting, leading product demonstrations, negotiations, etc.). If the idea of being responsible for all new business acquisitions in a defined geographic territory excites you – this might be the perfect role for you.
Why Tenna?
At Tenna, we believe the best is right in front of all of us, and that each day holds more potential than the one before. We believe every new discovery can lead to something better than we thought possible. When we boil it down, the top five qualities that define the Tenna Team are quality-obsessed, gritty, continuous learners, collaborative problem solvers, and just plain awesome. Sound like you? Join us as we empower our customers to control their mixed assets on one comprehensive platform anytime, anywhere. Apply now!
Important – We are only considering candidates who live in, or are willing to relocate to Eastern Michigan (Arenac, Bay, Genesee, Gladwin, Gratiot, Huron, Ingham, Lapeer, Montmorency, Ogemaw, Oscoda, Presque Isle, Saginaw, Sanilac, Shiawassee, St. Clair, Tuscola, Wayne, Alpena, Antrim, and Cheboygan counties).
Your Responsibilities:
- Owns the acquisition of and closes new business for specific assigned geographic territories and/or states.
- Confidently sells to C-level executives, VPs, and Field-Based Employees. Adjusts talking points and strategies depending on the persona.
- Reports to and collaborates with sales leadership and supporting sales teams to align new business acquisition strategies and pipeline.
- Utilizes and understands the “zippered” approach to sales and uses it appropriately.
- Actively and aggressively prospects potential new customers. Follows up on touchpoints in a strategic and diligent manner.
- Initiates and cultivates relationships with prospective customers via phone, email, attending tradeshows, industry-specific events, and conferences.
- Successfully creates and executes an outreach micro-strategy for each potential new customer.
- Strategically plans the cadence of and tracks the number of touch points for each prospect.
- Leads in-person or virtual product demonstrations with prospective customers.
- Drafts proposals, quotes, and contracts in accordance with Tenna’s procedures.
- Negotiates contracts and closes deals by developing a thoughtful micro-strategy for each prospect.
- Creates outbound email communications using CRM software and analyzes results.
- Consistently delivers revenue growth that meets or exceeds quarterly business plans and forecasts.
- Effectively leverages cross-functional internal resources to close new business.
- Understands strategic selling, remains focused, and sticks with Tenna’s sales strategy.
- Understands the product and prospective customer inside and out. Can clearly and concisely articulate the value of the product to prospective customers.
- Uses travel often as a strategic method for prospecting, networking, and selling. Travels to and meets with prospective customers onsite to advance the sales process.
- Stays abreast of all industry-specific trends and market-related shifts by participating in associations, attending webinars, events, etc.
Qualifications:
- 3+ years’ experience selling enterprise software to construction or related industries. Demonstrated success in Enterprise SaaS sales.
- 7+ years’ experience successfully facilitating all aspects of the sales cycle with a specific focus on initiating and cultivating relationships with prospects, contract negotiation and closing.
- 7+ years’ experience conducting targeted searches and queries to fully research, qualify, and convert qualified sales leads.
- Strong experience selling to and speaking with C-level Executives, VPs, and Field-Based Employees.
- Strong experience in quota-carrying roles delivering consistent revenue growth that meets or exceeds quarterly business plans and forecasts is required.
- Strong experience travelling often as a strategic method to prospect, network, and sell - up to 70%.
- Bachelor’s Degree in Marketing, Communications, or other business-related majors is strongly preferred.
- Experience using Salesforce and HubSpot is strongly preferred.
- Experience leading virtual and in-person product demonstrations via WebEx, Zoom, etc.
- Must possess excellent verbal communication skills, specifically around negotiations, public speaking, and presentations.
- Understands prospective customers’ needs within a complex buying organization.
- Strong negotiation skills. Knows how and when to ask for the order.
- Deadline-driven and detail-oriented.
Benefits, Perks, & Additional Information:
- Opportunities for growth and personal development within a highly dynamic team.
- Location: Remote. Candidate must reside in or be willing to relocate to Eastern Michigan (Arenac, Bay, Genesee, Gladwin, Gratiot, Huron, Ingham, Lapeer, Montmorency, Ogemaw, Oscoda, Presque Isle, Saginaw, Sanilac, Shiawassee, St. Clair, Tuscola, Wayne, Alpena, Antrim, and Cheboygan counties).
- Travel is required, up to 70% (within the Eastern Michigan territory).
- Compensation includes base salary plus commission plan.
- Robust, low-cost benefit packages offered.
- Benefit coverage begins on the first date of employment.
- Paid Time Off and Volunteer Time Off offered.
- 401k match.
- Dependent Care offered.
As an Equal Opportunity Employer, Tenna is committed to building a diverse team. We welcome different perspectives and opinions to foster innovation, authenticity, and excellence across all parts of our company and are committed to providing employees with a work environment free of discrimination and harassment.
Skills Required
- 3+ years of experience selling enterprise software to construction or related industries, with demonstrated enterprise SaaS sales success
- 7+ years of experience facilitating all aspects of the sales cycle, including prospect cultivation, contract negotiation, and closing
- 7+ years of experience conducting targeted searches and queries to research, qualify, and convert sales leads
- Experience selling to and communicating with C-level executives, vice presidents, and field-based employees
- Experience in quota-carrying roles delivering revenue growth that meets or exceeds quarterly plans and forecasts
- Experience traveling frequently for prospecting, networking, and selling, up to 70%
- Bachelor's degree in Marketing, Communications, or another business-related major
- Experience using Salesforce and HubSpot
- Experience leading virtual and in-person product demonstrations using WebEx, Zoom, or similar tools
- Excellent verbal communication skills, particularly in negotiations, public speaking, and presentations
- Understanding of customer needs within complex buying organizations
- Strong negotiation skills and ability to close deals
- Deadline-driven and detail-oriented work style
- Residence in or willingness to relocate to Eastern Michigan
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The Company
What We Do
Tenna is the construction technology platform that revolutionizes equipment fleet operations. We are the standard for the construction industry. Going beyond tracking, Tenna blends cutting-edge technology with more than 100 years of construction experience to help companies know more, control more and make more. Tenna lets contractors know more with reliable tracking and a unified platform for mixed fleets. Tenna lets contractors control more with visibility from the machine level to the project, all the way up to the whole company. The result is that construction businesses make more money with better own, move, buy/rent decisions, higher utilization and more predictable days. From heavy yellow iron and associated parts and attachment, to mid-sized equipment, to heavy trucks and fleet vehicles, down to small assets, tools, materials and consumable inventory, Tenna is a construction-focused total equipment management solution for contractors that own, operate and maintain a construction equipment fleet.
