Enterprise Account Executive (Sr. Management – Sales)

Job description / Role

Senior Account Executive is responsible for executing sales and account management activities in the assigned territory within the market to achieve the desired business goals, utilizing a consultative sales approach with the organization’s portfolio of software and services. They will generate qualified opportunities, winning new business and managing relationships with large customers. They will cover all products/solutions in the non-named account segment, including but not limited to – integration/middleware, IoT, analytics, BPM and digital transformation.

• Achieve/exceed quarterly and yearly revenue targets using approved business planning, account management, opportunity management, and monitoring processes tools.
• Drive and penetrate new accounts and meet with stakeholders (C level) within accounts selling large-scale collaboration solutions.
• Working directly or with the Partner Manager, builds and coordinates partnerships with top partners to generate incremental revenue opportunities.
• Develop and maintain a Territory plan and pipeline to meet and exceed assigned quota.
• Qualify, create, develop, control and close new opportunities.
• Adopt the appropriate methodology to selling.
• Accurately forecast and report on opportunities within the assigned territory.
• Create an environment of collaboration with both the customer and virtual sales team.
• Create constructive tension and challenge the customer with their knowledge of customer and industry insight.
• Teach customers insights and tailor solutions to challenge their approach to key corporate priorities and create a value proposition
• Take control of the sales process rather than simply following the customer’s process.
• Build key management relationships with focus on new opportunities, customer success and satisfaction, resulting in reference able accounts and positive brand/company awareness.
• Identify stakeholders and sponsors and customer references.
• Manage complex sales cycles, utilizing internal and external resources as appropriate.
• Engage with cross-functional resources to drive organization’s sales.
• Maintain basic understanding of BPMS, SOA, B2B and EAI Technology and marketplace.
• Develop new solutions and support others in solving complex problems in the sales process.
• Use structured and methodical approaches to develop solution.