Senior Account Executive
il y a 2 semaines
MicroStrategy is seeking a seasoned Senior Account Executive to drive strategic sales into enterprise accounts within their assigned territory. As a key member of our sales team, you will be responsible for prospecting, qualifying, selling, and closing new logo business into prospects and installed accounts.
Key Responsibilities:- Drive complex, enterprise-wide sales cycles and effectively present MicroStrategy'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, 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 maximize overall revenue generation
- Meet and exceed direct sales goals within assigned territory
- Acquire and maintain a thorough working knowledge of MicroStrategy's Business Intelligence software products and services and a deep understanding of their applications
- Position MicroStrategy'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 while adhering to MicroStrategy's chosen sales methodology - MEDDPICC
- Identify and manage risk in their business activities and take responsibility for reporting risks in a timely, open, and appropriate manner
- Prepare accurate sales forecasts and sales cycle reporting using MicroStrategy's CRM tool
- Leverage and enhance partner relationships to drive additional value and revenue
- Extensive experience of quota-carrying sales of software products and services into large enterprises
- Demonstrable track record of consistent over-quota sales performance
- 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
- Experience with sales methodologies such as MEDDPICC, Challenger, Sandler
- Ability to manage multiple priorities effectively, network internally to get things done, and be accountable for their decisions; ensuring all stages of the 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 while 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
- Hungry for success and driven to achieve high financial rewards
- French and English language skills
- Degree educated or equivalent academic/work experience
- Working knowledge of Business Intelligence competitor products, Data Preparation, ETL, Databases, Analytics, and Enterprise Data Warehouses. Understanding of Big Data is preferred
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