Senior Account Executive

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