Develop and execute territory sales plans to acquire and expand Fortune 500 accounts, manage complex deal cycles, deliver product demos, negotiate contracts, collaborate cross-functionally, maintain Salesforce pipeline and forecasts, and travel up to 50% within the UK territory.
ABOUT THE ROLE
We are seeking a dynamic and results-driven Account Executive to join our growing team. As an Account Executive, you will be a crucial member of our sales force, responsible for cultivating and managing relationships with our valued clients. Your primary focus will be on driving revenue growth, expanding our customer base, and delivering exceptional customer experiences.
RESPONSIBILITIES
- Develop and execute strategic sales plans to achieve and exceed revenue targets within assigned territory.
- Identify target accounts and build strong relationships with key decision-makers throughout the organization.
- Maintain strong sales pipeline and forecast to increase visibility of short and long-term prospects through Salesforce
- Prospect, qualify, and close new enterprise accounts within the Fortune 500 while expanding relationships within the existing customer base.
- Build and maintain relationships with account decision-makers and decision influencers, key business partners, and influencers in the territory
- Comprehensively understand client needs and pain points, positioning our software solutions as essential tools for their business success.
- Maintain a deep understanding of our software products and effectively communicate their value propositions to potential clients.
- Conduct product demonstrations and presentations that highlight the benefits of our solutions in addressing client challenges.
- Monitor industry competitors, new products, and market conditions to understand a customer's specific needs
- Work closely with marketing, product development, and customer success teams to ensure a cohesive and integrated approach to client engagement.
- Provide feedback from the field to help shape product development and marketing strategies.
- Manage and grow partner relationships at the field level with ISVs and GSIs to drive revenue and client success
- Lead negotiations and contract discussions, addressing client concerns and objections effectively.
- Close deals in a timely manner while ensuring customer satisfaction and long-term success.
Sales Strategy and Planning:
Client Acquisition and Expansion:
Product and Industry Expertise and Demonstration:
Collaboration with Cross-Functional Teams:
Contract Negotiation and Closing:
REQUIREMENTS
- 10+ years of quota-carrying enterprise software sales into the Fortune 500 with a proven track record of exceeding quota.
- Strong Experience prospecting, driving, orchestrating, and closing complex sales cycles within the Data Quality, Governance, Orchestration, Catalog, Management, or Reliability industries.
- Experience using Salesforce and other sales tools (Clari, LinkedIn Sales Navigator, Outreach, ZoomInfo, etc) to automate tactical elements of the sales process and accelerate deal velocity and increase productivity.
- Excellent verbal and written communication skills with the ability to articulate complex, value-oriented and architecture concepts clearly and concisely.
- Willingness to develop territory via outbound prospecting, the SDR team, marketing, and partner organisations.
- Excellent technical skills and understanding of databases, data warehousing, Cloud, ETL, and related ecosystem technologies.
- Comfortable speaking with data engineers, Chief Data Officers, and others with deep domain expertise in enterprise data management.
- Ability and willingness to work in a fast-paced and dynamic team environment.
- Ability to travel up to 50% meeting with prospects, visiting customers, trade shows, and other customer-facing events.
- Willingness to work outside of work hours when necessary to meet client-facing customer requirements (meeting presentations, contract negotiations, and other critical “move the needle” events.
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