Account Executive

Job Description

The Role

Strategy is seeking a Senior Account Executive to drive strategic sales into enterprise accounts within his/her assigned territory. Responsibilities include prospecting qualifying selling and closing new logo business into prospects and installed accounts. This is a new business hunter and individual contributor role with quota carrying responsibility. Whilst the focus is on new business development there will be a split of approximately 70% new logo business together with 30% account development for existing customers. Hunter mentality robust Pipeline Generation approach experience with MEDDIC and Command of the Message.

Your Focus

• Drive complex enterprise-wide sales cycles and effectively present Strategys 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 account plans and win plans; and create business cases ROI and TCO models

• Manage all aspects of the sales process including lead generation qualification evaluation close and account care collaborating cross-functionally with Sales (Inside Sales Sales Engineering) Marketing and 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 ensure an appropriate mix of prospects new business opportunities and firm proposals

• Balance long-term objectives with short term results to maximise overall revenue generation

• Meet and exceed direct sales goals within assigned territory

• Acquire and maintain a thorough working knowledge of Strategys Business Intelligence software products and services and a deep understanding of their applications

• Position Strategys solutions through strategic value-based selling business case definition return on investment analysis customer references and 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 to Strategys chosen sales methodology - MEDDPICC

• Identify and manage risk in his/her business activities and take responsibility for reporting risks in a timely open and appropriate manner

• Prepare accurate sales forecasts and sales cycle reporting using Strategys CRM tool

• Leverage and enhance partner relationships to drive additional value and revenue

Qualifications

Required Experience and Skills

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

• Demonstrable track record of 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

• Proven track record of 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

Desirable Experience and Skills

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

Remote Work :

No

Employment Type :

Full-time

Department / Functional Area: Sales
Experience: years
Vacancy: 1