Business Development Executive - Houston

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Job description

Access is expanding our Business Development Team! We're adding team members in the Southern Texas area: Houston, Austin, San Antonio, Etc.

Armed with world-class solutions, and the ability to sell Access' full suite of products and solutions, your role is to unlock the potential of enterprise customers by demonstrating clear business value in accelerating their digital transformation and success. You possess a solid understanding of your customers' businesses and industries and the challenges clients face, your ability to develop and close opportunities that deliver solutions to enable the client's desired outcome is key. The Business Development Executive is responsible for the outside sales of new business, in any given territory (Kansas, Missouri, Nebraska), through the achievement of opportunity-based sales quotas.

Our value proposition hinges on key drivers that matter: information security, productivity, records and document compliance, and risk mitigation. We consult with, sell to, and support multiple departments and teams within our client base, which includes companies of all sizes in all industries. Are you ready to join us on our amazing journey as we change the way the world's most successful companies do business?

Primary Functions
• Develop, Maintain & Execute a clear plan to acquire new clients in your assigned market
• Partner with internal resources to drive value and subject matter leadership
• Generate a 7x pipeline that leads to closed revenue and quota attainment
• Build credibility and earn the trust of the client to solve for business outcomes
• Bring value to every meeting
• Own the sales lifecycle from prospecting to implementation
• Represent Access with honesty and passion
• Understand how to sell on value and ROI
• Be the voice of the client
• Understand TCO & Financial models
• Actively manage virtual and in-person sales meetings
• Effectively utilize sales leadership and the executive team as needed in the sales process
• Regular travel to client sites (when it makes sense due to Covid)
• Utilize Salesforce as the system of record for all account activity and up-to-date pipeline
• Follow Access sales policies for pricing, contracting, and submission for approval

Qualifications
• 8+ years of experience hunting net new logo in the Mid-Market & Enterprise space
• Minimum 5 years of customer-facing sales experience
• Consistent achievement of quota attainment year-over-year
• Experience ROI/TCO and solving for business outcomes
• Bachelor's Degree preferred

Knowledge, Skills, and Abilities
• Demonstrated ability to convert prospects and close deals to exceed sales quotas
• Proven ability to translate the customer need(s) into solution requirements through creating powerful value propositions and negotiation skills
• Highly accountable with a proven track record of meeting and exceeding past company sales quota
• Solid experience in opportunity qualification, pre-visit planning, sales presentations, account development, and time and territory management
• Success in qualifying opportunities involving multiple key decision-makers
• High sense of urgency and strong problem identification and objection resolution skills
• Exceptional verbal and written communication skills
• High level of integrity and work ethic
• Ability to influence and negotiate through proven sales skills and needs identification by aligning unique insights to key customer priorities
• Self-motivated with a high "figure it out" factor, high energy, and an engaging level of enthusiasm
• Sales Process Champion: Experience using MEDDPIC or Challenger
• CRM: Salesforce
• Proficiency with MS Office Products

About Access Corp
Access offers services, technologies, and subject matter expertise to help clients be more efficient and more compliant through better management and activation of their critical business information. From the boardroom to the file room, Access is a full-service information lifecycle partner deeply committed to our clients, our communities, and our colleagues. Our solutions include Information Governance advisory services, retention policy creation and implementation, records management and storage, scanning and information activation, software for document management and workflow automation, secure shredding, and more. We are a proud member of the Inc. 5000 for ten consecutive years. For more information, go to

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)