Strategy is looking for an Senior Account Executive to lead strategic sales efforts across enterprise accounts in Melbourne/Australia. 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.
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 maximize 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.
Requirements:
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 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
Hungry for success and driven to achieve high financial rewards
Degree educated or equivalent academic/work experience
Additional Requirements: This position will have an online analytics assessment to be completed. We are open to considering candidates from either Sydney or Melbourne for this role.
