ICM Account Executive

ICM Account Executive

Position Summary

Incentive Compensation Management is one of NICE’s many innovative products. ICM helps companies drive sales by giving business users control of maintaining compensation plans and delivering reporting and analytic capabilities to help sales monitor attainment and potential payouts. The ICM sales account executive is the primary driver of sales relating specifically to this distinct growth product offering housed within our Named Account sales organization. The individual will be highly motivated, entrepreneurial and able to own the entire sales process from first contact through implementation of the product at the client site.

In order to be successful, you will have to:

• Manage the entire sales process for ICM from targeting opportunities and engagement with C-suite decision-makers through purchase order and implementation. This includes leading the sale, defining and implementing account strategy, and leveraging internal company resources such as coordinating engineering and support efforts for the account.
• Develop strategic initiatives targeted at specific accounts that demonstrate NICE’s innovative ICM product as an advanced solution provider
• Master a deep understanding of the customer, including an understanding of the performance metrics and develop plans that position NICE capabilities in anticipation of customer’s business strategies and goals.
• Develop and execute a creative prospecting plan leveraging your own skills as well as engaging the extended team to drive top of funnel pipeline.
• Provide critical insights to the customer that generate best-in-class credibility and contribute to a market leadership position for the company.

A successful candidates will possess any of the following:

• At least 10 years of experience selling multiple software products and services into sophisticated accounts. A minimum of 5 years of previous experience leading a software or technology sales team is preferred. Previous expertise in Sales Performance Management Solutions or like software is preferred.
• Superior relationship and client management skills that effectively builds trust and credibly manages/resolves customer escalations.
• Collaborative approach to sales that includes working with multiple groups both internally and externally.
• Exceptional communication and presentations skills that build confidence and credibility with C and VP-level executives.