Senior Account Executive, Affordable Housing

Senior Account Executive, Affordable Housing

Atlanta, GA

The Senior Account Executive, Affordable Housing is responsible for selling Yardi’s Affordable Housing solutions and developing new business and strong prospect relationships within the assigned territory. The Senior Account Executive, Affordable Housing executes full sales cycles from lead-generation to closing, meets individual sales goals, participates in relevant marketing events, and completes regular product certifications and performance reports.

ESSENTIAL RESPONSIBILITIES

  • Heavy prospecting and identifying new sales opportunities for a designated territory
  • Utilizes extensive knowledge of Yardi products, industry, and competition to present value propositions to clients and/or prospects to develop a sufficient pipeline and meet individual sales goals
  • Researches, calls, and qualifies each account in assigned territory
  • Identifies and develops strong relationships with all key decision makers and develops a deep understanding of the business needs for every prospect or client assigned
  • Conducts in-person or web meetings each month with executive level leadership to deliver roadshow or product demonstrations at the frequency and standard required
  • Executes full sales cycles, including lead-generation; discovery and goal-setting; pricing, packaging, and positioning; RFP management; contract negotiating; licensing files and closing
  • Utilizes internal CRM diligently, entering new prospects, recording all client activities, sales opportunities, and forecasts per training guidelines
  • Participates in marketing events to promote Yardi Systems and our products/services
  • Reviews individual account and pipeline reports weekly, performance reports monthly, and meets with management monthly to verify proper execution of sales strategy within the assigned territory
  • Completes annual certifications for assigned products per training guidelines

EDUCATION/QUALIFICATIONS/EXPERIENCE

  • Bachelor’s Degree or commensurate experience
  • Five plus (5+) years of successful sales experience
  • Thorough understanding of sales cycle management principles such as lead-generation; discovery and qualification; pricing, packaging, and positioning; proposal development; contract negotiation; and closure
  • Demonstrated record of generating sales results in the technology / software industry
  • Extensive presentation and demonstration experience
  • Strong proven experience using Client Relationship Management (CRM) tools to track and manage prospect/client activity

DESIRED EDUCATION/QUALIFICATIONS/EXPERIENCE

  • Yardi domain experience
  • Industry expertise in property management (multifamily, commercial or applicable industry)
  • Educational background or experience with accounting principles
  • Knowledge and understanding of compliance requirements for one or more Affordable Housing programs a plus but not required (i.e., Section 8, Low Income Housing Tax Credits, HOME, Rural Development)

REQUIRED SKILLS/ABILITIES

  • Ability to think and act strategically by visualizing new possibilities, challenging assumptions, and recommending the implementation of new ideas or strategies
  • Excellent skills to interface with all levels within the client organization to include individual properties, large portfolios, and other senior leadership and large to mid-sized companies
  • Excellent skills to effectively execute sales strategies using a consultative approach and relationship building techniques
  • Initiative and motivation to succeed
  • Proactive, engaging personality
  • Ability to understand technical products
  • Excellent written and verbal communication skills
  • Commitment to utilize corporate sales tools and complete ongoing training
  • High responsiveness with proven client-centered commitment and focus
  • Proven strong ability to meet critical deadlines and prioritize multiple tasks in a fast-paced environment
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Location

Atlanta, GA

Business Unit
Affordable Housing
Department
Sales
Employment Type
Employee- Full Time