Senior Account Executive

Job Description

The Role 

Strategy is seeking an 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 Strategy’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, 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 Strategy’s Business Intelligence software products and services and a deep understanding of their applications 

• Position Strategy’s 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 Strategy’s 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 Strategy’s 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 

• German and English language skills 

• 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 

Qualifications

Additional Information