Account Executive

Job Description

The Role

Strategyis seekingaSeniorAccount Executive to drive strategic sales into enterprise accountswithin his/her assigned territory.Responsibilities include prospecting, qualifying,selling,and closing new logo businessinto prospects and installed accounts.This is a new business hunterandindividual contributor role with quota carrying responsibility.Whilst the focus is on new business development, there will be a split of approximately 70% newlogobusinesstogether with30% account developmentforexistingcustomers.Hunter mentality,robustPipeline Generationapproach, experience with MEDDIC and Command of the Message.

Your Focus

• Drive complex, enterprise-wide sales cycles and effectively presentStrategy’s value proposition to both C-level business and IT stakeholders through strategic value-led engagements

• Prospect, develop and close new business while creating satisfied and referenceable customers 

• Research the customer environment to create effective business impact models, accountplansand win plans; and create business cases,ROIand TCO models

• Manage all aspects of the sales process including lead generation, qualification, evaluation, close and account care, collaborating cross-functionally withSales(Inside Sales, Sales Engineering),Marketingand Professional Services

• Work strategically with Inside Sales to develop a territory and target account plan to create a healthy pipeline that will yield overachievement in booking targets

• Manage an individual sales pipeline to ensurean appropriate mixof prospects, new businessopportunitiesand firm proposals

• Balance long-termobjectiveswith short term resultstomaximise overall revenue generation

• Meet and exceed direct sales goals within assigned territory

• Acquireandmaintaina thorough working knowledge ofStrategy’sBusiness Intelligencesoftware productsand services and a deep understanding of their applications

• PositionStrategy’s solutions through strategic value-based selling, business case definition, return on investment analysis, customerreferencesand analyst data

• Coordinate and manage industry events and user groups to generate market interest

• Ensure that all stages of the sales cycle are undertaken effectively to achieve the required results whilst adhering toStrategy’s chosen salesmethodology- MEDDPICC

• Identifyand manage risk in his/her business activities and take responsibility for reporting risks ina timely, open,andappropriate manner

• Prepareaccuratesales forecasts and sales cycle reportingusingStrategy’s CRM tool

• Leverage and enhance partner relationships to driveadditionalvalue and revenue

Qualifications

Required Experience and Skills

• 7+ years' experience of quota-carrying sales of software products and services into large enterprises

• Demonstrabletrack recordof consistent over-quota sales performance

• Hunter mentality

• Strong Pipeline Generation (PG) approach

• Experience with MEDDIC and Command of the Message

• Hungry for success and driven to achieve high financial rewards

• Proventrack recordof senior level stakeholder engagement on complex IT and Business-led opportunities with referenceable client wins

• Extensive experience in prospecting, driving, and closing complex enterprise sales cycles

• Experience in areas such as Business Intelligence, Artificial Intelligence, Data Analytics, CRM, ERP, Cloud enterprise software sales

• Ability to manage multiple priorities effectively, network internally to get things done and be accountable for their decisions; ensuring all stages of sales cycle are running concurrently; opening pipe; progressing; closing deals; prioritizing tasks

• Demonstrable knowledge of key Return on Investment and Total Cost of Ownership principles

• A creative self-starter who can work effectively within a supportive team culture whilst independently managing their own business

• Ability to work in a fast paced, open, collaborative, and success-driven environment

• A strong storyteller with a customer-centric approach who can quickly build rapport

• Degree educated or equivalent academic/work experience

DesirableExperience and Skills

• Working knowledge of Business Intelligence competitor products, Data Preparation, ETL, Databases, Analytics and Enterprise Data Warehouses. Understanding of Big Data is preferred