Account Executive – Enterprise
XOPS
Job Level
Senior
About the role
- Sell a portfolio of infrastructure and application software that optimizes and modernizes enterprise systems
- Work closely with Field Marketing to develop prospects and events
- Lead sales campaigns with the extended team of Rocket sales engineers, marketing and lab groups
- Ensure best-in-class customer sales satisfaction and reference-ability with our customers
- Meet revenue targets and strategic objectives, including growing the sales pipeline and creating territory plans
- Actively use Salesforce and maintain weekly, monthly and quarterly sales forecasts
- Work with management to negotiate pricing and contract terms
- Serve as a trusted advisor to customer business and IT leaders and shape opportunities early in the sales cycle
- Advance opportunities into profitable revenue growth for the company
- Demonstrate breadth and depth of knowledge in aligning the company's capabilities to business and IT priorities
- Advocate for customer needs during sales cycle and in addressing any delivery issues
- Research and understand each customer's industry, business, strategies and challenges
- Proactively manage prospecting and lead meetings with customers on a weekly basis
Requirements
- 8+ years of sales experience in solution software to Global 1000 clients
- Bachelor’s degree in business or related field
- Ability to adapt to the situation, impeccable honesty, integrity, and ethics
- Proactively tackles difficult problems often with a new perspective
- Can articulate a vision, influence others, plan and organize resources and deliver results
- Strive to exceed expectations and able to work independently
- Business acumen and experience to navigate large, complex customers with a portfolio product line
- Demonstrated history as a consistent top performer selling software solutions to senior executives
- Experience with quotas in excess of 2M and selling large transactions
- Hunter mentality: proactively create and qualify new opportunities and meet customers in person every week
- Experience with complex, multi-year subscription and perpetual licenses sales
- Network of trusted relationships within designated region
- Actively use Salesforce and maintain weekly, monthly and quarterly sales forecasts
- Ability to negotiate pricing and contract terms
- Willingness to travel 50% of the time
