Enterprise Account Executive

Project Desciption

Job Description

Enterprise Account Executives are responsible for selling solutions to prospective customers. Using a consultative sales approach, the successful candidate will create and cultivate relationships to build and maintain customers for life. The Sr. Enterprise Account Executive will work with all stakeholders including Customer Success Managers, Professional Services, Pre-Sales, Product Support and Product Management to anticipate and meet customer expectations.

What You’ll Do

Sales Process

• Achieve sales quota for assigned territory and/or accounts
• Maintain appropriate sales development activity to ensure healthy pipeline management
• Overcome technical and business objections of prospective customers as necessary
• Conduct online or onsite product demonstrations to qualified prospects as necessary
• Respond to RFPs for qualified business opportunities where the platfform is a fit
• Work with the Professional Services organization to evaluate training and consulting needs to support implementations
• Product and Market Knowledge
• Maintain a thorough understanding of the product and services offered
• Gain an understanding of the platform’s use in the industry, as well as best practices
• Be a subject matter expert for your designated industry and territory

Sales Administration

• Work with Business Development Representatives to define and support prospecting efforts within assigned territory.
• Enter new leads, contact data, log calls and other sales information for prospects and customers into SFDC and other related CRM systems
• Prepare formal proposals, produce price quotes, work with management on contract negotiations, and gather all necessary paperwork to process orders
• Investigate and resolve customer problems with deliveries, payments, product use or implementation (as required)
• Provide feedback (customer/prospect needs, industry trends, market perceptions, competitive intelligence, etc.) to company management, Marketing and Product Management teams
• Conduct online webinars as a means of generating qualified leads
• Plan, promote and conduct round table events in key locations within your territory
• Travel to and attend trade shows, conferences, round tables and onsite visits with customers and prospects; 30-40% travel per year

Required skills

What We’re Looking For

• A Bachelor’s degree and a minimum of ten years of experience selling Enterprise Solutions (SaaS and services) into Fortune 1000 companies 
• Comfort and expertise calling on and presenting to C-Suite level contacts, six figure deal sizes and 6-12 month sales cycle
• Proven track record of identifying business issues and creating value while managing multiple stakeholders and decision makers in a complex sales cycle  
• Demonstrable history of quota achievement/overachievement
• Experience in technology industry
• Working in fast paced environment, strong multi-tasking skills and managing several opportunities on a monthly/quarterly basis
• Highly competitive, entrepreneurial and self-driven
• Salary negotiable