Torchora
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Key Responsibilities and Required Skills for a Regional Account Executive

💰 $90,000 - $185,000 OTE (On-Target Earnings)

SalesBusiness DevelopmentAccount Management

🎯 Role Definition

At its core, the Regional Account Executive is the face of the company within a specific geographic territory. This individual is a strategic partner to our clients and the primary driver of new business revenue. More than just a salesperson, they are a consultant, a relationship builder, and a problem-solver who deeply understands the unique challenges and opportunities within their region. They own the entire sales cycle, from prospecting and initial contact to negotiation and closing deals, all while building a sustainable pipeline and fostering long-term partnerships. A successful Regional Account Executive is a master of their territory, an expert in our solutions, and a trusted advisor to the businesses they serve.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Sales Development Representative (SDR) or Business Development Representative (BDR)
  • Inside Sales Representative
  • Junior Account Manager or Associate Account Executive

Advancement To:

  • Senior or Principal Account Executive
  • Regional Sales Manager or Director of Sales
  • National or Enterprise Account Manager

Lateral Moves:

  • Channel Sales Manager
  • Customer Success Manager (Strategic)
  • Business Development Manager

Core Responsibilities

Primary Functions

  • Proactively identify, prospect, and cultivate new business opportunities within the assigned geographic region to consistently build and maintain a robust sales pipeline.
  • Develop and execute a comprehensive territory plan that details strategies for penetrating key accounts, expanding market share, and achieving quarterly and annual sales quotas.
  • Master the company's product suite and value proposition, and effectively articulate how our solutions solve the specific business pains of prospective clients.
  • Conduct in-depth discovery calls and meetings with key stakeholders across various levels of an organization, from end-users to C-level executives.
  • Lead compelling and customized product demonstrations that are tailored to the specific needs and use cases of each prospect, showcasing tangible business value.
  • Manage complex sales cycles from end-to-end, navigating procurement, legal, and security reviews to bring deals to a successful close.
  • Skillfully negotiate contract terms, pricing, and service level agreements to ensure a win-win outcome for both the client and the company.
  • Build and nurture strong, long-lasting relationships with key decision-makers and influencers within target accounts, establishing yourself as a trusted advisor.
  • Accurately forecast monthly and quarterly sales projections, providing transparent and reliable updates to sales leadership.
  • Meticulously track and manage all sales activities, customer interactions, and pipeline progression using the company's CRM system (e.g., Salesforce).
  • Collaborate closely with Sales Development Representatives (SDRs) to strategize on outbound prospecting efforts and ensure a consistent flow of qualified leads.
  • Develop a deep understanding of the competitive landscape, market trends, and industry-specific challenges within your territory to effectively position our offerings.
  • Prepare and present professional business proposals, presentations, and ROI analyses to executive-level audiences.
  • Drive attendance and engagement for regional marketing events, webinars, and trade shows to build brand presence and generate new leads.
  • Work in tandem with the Customer Success team to ensure a smooth onboarding process for new clients, setting the stage for long-term satisfaction and expansion.
  • Identify and pursue upsell and cross-sell opportunities within the existing customer base in your region, contributing to net revenue retention.
  • Consistently achieve and exceed defined sales targets, including new logo acquisition, annual recurring revenue (ARR), and other key performance indicators.
  • Travel throughout the assigned territory as needed to conduct face-to-face meetings with high-value prospects and clients.
  • Provide regular feedback from the field to marketing and product teams on customer needs, market dynamics, and competitive intelligence.
  • Act as a brand ambassador, representing the company with the highest level of professionalism and integrity in all interactions.

Secondary Functions

  • Collaborate with the marketing team to provide feedback on lead quality and contribute to the development of region-specific campaigns and content.
  • Provide insightful feedback from the field to product development and management teams to influence future product enhancements and roadmaps.
  • Mentor junior sales team members, sharing best practices for prospecting, discovery, and deal management.
  • Participate in industry trade shows, networking events, and conferences to represent the company and stay abreast of industry developments.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Proficiency: Advanced skills in using CRM platforms like Salesforce or HubSpot for pipeline management, forecasting, and activity tracking.
  • Sales Methodologies: Proven experience applying structured sales frameworks such as MEDDIC, Challenger Sale, or Solution Selling.
  • Pipeline Management & Forecasting: Ability to accurately forecast sales outcomes and manage a complex pipeline through various stages.
  • Lead Generation Tools: Proficiency with tools like LinkedIn Sales Navigator, ZoomInfo, or similar platforms for prospecting and research.
  • Presentation Software: Expertise in creating and delivering compelling presentations using PowerPoint, Google Slides, or Keynote.
  • Contract Negotiation: Demonstrable experience in negotiating complex software or service contracts, including pricing and legal terms.
  • Demonstration Skills: Ability to conduct engaging and persuasive software or product demonstrations, both remotely and in-person.
  • Account Planning: Strategic ability to create detailed account plans for targeting and penetrating key enterprise accounts.
  • Market & Competitor Analysis: Skill in researching and understanding a target market, including key players and competitive differentiators.
  • Business Case Development: Ability to build and present a strong business case, including ROI calculations, to justify an investment.

Soft Skills

  • Persuasive Communication: Exceptional verbal and written communication skills, with the ability to articulate complex ideas clearly and influence decisions.
  • Active Listening: The crucial ability to listen intently to understand a client's true needs, challenges, and motivations.
  • Relationship Building: A natural talent for building genuine rapport and long-term, trusted relationships with clients and internal partners.
  • Resilience & Grit: The mental toughness to handle rejection, navigate obstacles, and maintain a positive, motivated attitude.
  • Negotiation & Influence: Strong negotiation skills focused on creating value and reaching mutually beneficial agreements.
  • Strategic Thinking: Ability to see the bigger picture, understand market dynamics, and develop effective, long-term sales strategies.
  • Time Management & Organization: Excellent organizational skills to manage a high volume of leads, meetings, and follow-ups effectively.
  • Problem-Solving: A consultative mindset focused on diagnosing client problems and proposing effective solutions.
  • Self-Motivation & Discipline: A proactive, results-oriented individual who can work autonomously and is driven to exceed goals.
  • Business Acumen: A strong understanding of general business operations, financial metrics, and how companies make money.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree or equivalent practical experience in a sales or business-facing role.

Preferred Education:

  • Bachelor's Degree in a business-related field.
  • Formal sales training or certification (e.g., MEDDIC, Challenger, Sandler).

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications

Experience Requirements

Typical Experience Range: 3-8 years of experience in a full-cycle, closing sales role.

Preferred:

  • A proven track record of consistently exceeding sales quotas in a B2B environment, preferably within SaaS, technology, or a related industry.
  • Experience managing a complex sales cycle with multiple stakeholders.
  • Prior experience selling into the specific industry or market segment relevant to the company.
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