Join ABB and work in a team that is dedicated to creating a future where innovative digital technologies allow greater access to cleaner energy.

ABB's Grid Automation (PGGA) team provide the most complete digital portfolio in the industry, offering our customers with end-to-end solutions. Combining our products with our exceptional expertise allows us to provide innovative solutions to energize the digital grid.

The Account Executive is responsible for generating new license and professional services revenue for the Enterprise Software Product Group from his assigned geography.
The Account Executive will be face to face with named clients in the geographic territory with an expectation of 50% of their time. They will use strategic, consultative selling techniques to grow the Enterprise Software’s footprint within assigned accounts. They will use strategic, consultative selling techniques to grow the Enterprise Software footprint within the Tier 2 prospects in their assigned geographic territory. This role will develop account and territory sales plans and strategies to ensure success.

Your responsibilities

• Develop sales plans, strategies, and work with the extended Enterprise Software team to create final solution presentations designed to enhance revenue growth and meet customer needs.
• Travel throughout assigned territory to call on existing and prospective customers to identify, progress and close opportunities.
• Analyze customers' needs and recommend solution that best meets the customers' requirements.
• Work under general supervision from Regional Director of PGGA Marketing & Sales with some autonomy.
• Develop broad relationships within named accounts at all levels of the organization by maintaining regular contact with users and timely and valuable communication with executives to demonstrate value and ensure satisfaction.
• Remain knowledgeable of organization's products/services as well as industry dynamics and news to facilitate sales efforts
• Quote prices and credit terms and prepare sales contracts for orders obtained.
• Ensure accurate forecasting quarterly by using salesforce.com for opportunity management.
• Living ABB’s core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues, and the business.

Your background

• Requires 6-9 years of direct or indirect sales in a related industry (Software preferred) experience;
• Bachelors degree is required in Marketing, Business Administration, Technology Management or related disciplines.
• Be able to Identify regional target market pipeline growth for any related geographic territory.
• Develop their overall plan and forecasting sales results for both the short and long term.
• Be field-minded with the interest and ability to travel and meet new and/or existing clients, partners and colleagues when necessary.
• This individual is persuasive and rapidly commands credibility and respect. S/he possesses excellent presentation and communication skills (oral and written) ' and is well-versed in representing the company to senior executives; business partners and C-suite executives etc.
• S/he possesses a hands-on orientation with a demonstrated record of leading the negotiation and closing of major sales opportunities with senior customer executives ' and has experience developing and leading revenue planning and forecasting ' territory planning ' pipeline management ' account development ' and sales compensation systems and processes (Saleforce.com preferred).
• A “continuous learner" with the ability to adapt to changing market conditions and willing to share best practices to enhance their fellow sales representatives ability to be successful.
• Forecasting : Ability to timely and accurately forecast projected deal opportunities, closings and incoming revenue. Utilize corporate forecasting systems to track pipelines and sales activities.