Sr. Account Executive

Sr. Account Executive

Virtual, US

Hiring Manager: Greg WATERS

Talent Acquisition Advisor: Jodie Brown

Job Code Level: SGP4

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Account Executive – Enterprise

Job Description

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.

• Develops long term sales pipeline to increase the company's market share in specialized area.
• Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
• Provide support to the Account managers.
• Set direction for business development and solution replication.
• Creates and grows reference customers.
• Sell complex products or solutions to customers on a partnership basis.
• May act as a dedicated resource to a few strategic accounts.
• Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
• Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
• Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.
• University or Bachelor's degree
• Directly related previous work experience preferred
• Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
• Prior selling experience includes multiple, diverse set of selling responsibilities.
• 3-5 years' experience minimum
• Mastery of MEDDIC considered a plus
• Is considered a master in knowledge of solution offerings to be able to sell large, complex solutions.
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
• Consultative solution selling and business development skills to align the client's business needs with solution.
• In-depth knowledge of client's business, organizational structure, business processes and financial structure.
• Demonstrates leadership and initiative in successfully driving sales in accounts - prospecting, negotiating, and closing deals.
• Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
• Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
• Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
• Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
• Successful partner engagement experience.
• Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
• Understands the leverage of services as part of strategic portfolio of products.
• Promotes services as part of all strategic opportunities.
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

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