CRM Corporate Account Executive

Region: US (Alpheretta, Georgia)
Reporting to: VP Sales

Fullscope is looking to grow our sales and marketing team by adding a Corporate Account Executive to work within our US Corporate Sales Team. This is a high energy, high activity results environment. Fullcope is the industry leader in helping organizations deploy and successfully adopt Microsoft Dynamics CRM Online, with more Microsoft Dynamics CRM Online customers than any other partner in the world.

Hours of work
Monday to Friday. Flexibility is required for out of hours working as required by the business.

Job Purpose
The primary purpose of this role is to find and win new name accounts within the corporate mid-market business to business environment in the US and Canada and manage a set of accounts within a territory.

Main Responsibilities

  • Find – identify new name accounts through self-generation activities including marketing, referrals, and social media in addition to working with the existing marketing team whose responsibility is to generate sales ready leads for the sales team.
  • Find – work closely with the internal and external partners, Microsoft CTM/CAM reps to maximize the CRM penetration into their accounts.
  • Win – manage the sales cycle through CRM including working with our solution architects.
  • Ensure a smooth transition into delivery and then a smooth transition into Account Management and Support programs.
  • Manage a set of corporate accounts within the territory.

The Account Executive’s primary role is to achieve a minimum of 100% of quota on a monthly, quarterly and annual basis.

Qualifications Essential & Desirable

  • Bachelor’s degree and 5+ years of direct sales experience is preferred.
  • This position is based in our Atlanta (Alpharetta) office.
  • This is a full/part time position with Fullscope CRM.
  • High degree of motivation, goal-oriented, high-energy, and highly focused.
  • Proven successful sales experience with a proven track record of quota over achievement.
  • Experience in a solution sales environment preferably in software, services, and managed projects.
  • Possess a strong understanding the software market, either of the Hosted Applications Managed, software solutions, CRM, SaaS, electronic office products sectors, or one closely related where customer service is of paramount importance.
  • Significant track record of developing routes to the corporate market place and driving exceptional sales performance.
  • Thrive in high energy, startup environment- has success in previous small companies.
  • A proven track record of new business acquisition – likes the thrill of new business, recognition from contributing.
  • Thinks of selling as running his own business- ‘owns the number, 100% focused on number’.
  • Fast on feet, quick learner, comfortable with minimal resources and wearing several hats through the sales process.
  • Proven business to business sales experience.
  • Classically sales trained with a reputable organisation e.g. Spin, TAS, Huthwaite, Major Account Selling.
  • High achiever in current organization.
  • Experience of client presentations at director level exposure to CRM programs and how to position them in customer accounts to solve business problems.
  • Ability to discuss CRM business benefits and results at an executive level, as well as articulate the value of partner services.
  • Demonstrate ability to organize and prioritize, while working with a sense of urgency against a weekly and monthly quota.
  • Excellent phone, email, and web etiquette and professional polish is required.
  • Online product demonstration/presentation experience.
  • Must have exceptional organization, communication, inter-personal and customer service skills.
  • Personal attributes should include: high degree of motivation, goal-oriented, high-energy, and highly focused.
  • Ability to manage internal/external and contracted relationships and drive behavior.
  • Must have exceptional organization, communication, inter-personal and customer service skills.

Results Driven

  • Manages a heavy workload, priorities, and schedules work effectively.
  • Plans activities, sets own objectives and meets all deadlines.
  • Constantly strives to achieve individual goals and objectives.
  • Optimizes their own performance.
  • Manages tasks through to completion.
  • Takes pride in delivering quality work.
  • Continually strives to improve own performance.
  • Eager to succeed, competitive and self-motivated.
  • Meets and exceed targets and goals.
  • Strives to be the best at all times.
  • Focuses and strives to drive activity at all times.
  • Identifies priorities and sets and meets own objectives.


  • Shows resilience in a competitive environment.
  • Maintains high performance while under pressure.
  • Maintains enthusiasm in the face of rejection.
  • Makes sound business decisions under pressure.
  • Puts self in the customers’ shoes and adapts behavior to their needs.
  • Shows a broad understanding of the strategic direction of their business.

Commercial Acumen

  • Considers the wider impact of their decisions and actions.
  • Proactively develops knowledge of market, products and competitor activity.
  • Understands overall business driver.
  • Responds to opportunities for business and is motivated to maximize profit at all times.
  • Makes decisions based on cost benefit and risk impact and influence.

Impact and Influence

  • Makes an immediate and positive impression.
  • Constructs logical and persuasive arguments.
  • Develops and maintains relationships both internally and externally, based on mutual respect and understanding.
  • Builds effective, professional relationships quickly.
  • Remains aware of their impact and behavior and adjusts accordingly when necessary.
  • Displays excellent and adaptable communication skills.

Personal Effectiveness

  • Honestly appraises own performance and takes action accordingly.
  • Seeks feedback and remains open to the views and opinions of others.
  • Creates own work environment that maximizes performance.
  • Receives feedback in a constructive manner.
  • Takes ownership.
  • Identifies own resistance to change and takes actions to address.
  • Adapts behavior to meet changing needs of the business and environment.
  • Recognizes the need for change and encourages innovation.
  • Helps others through the change process.

Team Performance

  • Drives team performance.
  • Supports and encourages other team members.
  • Proactively shares information with the team.
  • Works towards achievement of team goals.
  • Considers the wider impact of their decisions and actions.
  • Proactively develops knowledge of market, products and competitor activity.
  • Responds to opportunities for business and is motivated to maximize profit at all times.

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