Careers
Account Executive
Position Summary:
As the Account Executive / Director of Sales for the territory, you will lead all activities related to defining and implementing a Business Development plan in your designated territory. You should have extensive experience in sales and business development as well as the ability to identify and cultivate technical alignment with technical buyers. You should have 5-10 years of proven sales success within the software industry selling enterprise solutions. Your strong interpersonal skills and ability to multitask in a fast-growing environment will be critical to working closely with your colleagues to successfully navigate a complex sales process.
Metrics
- Lead Generation
- Pipeline Management
- Net New Revenue: ACV & TCV
- Conversion Rate
Responsibilities:
New Business Development
- Identify and qualify opportunities for Pyramid Analytics Software platform for Mid-Market and Enterprise Customers
- Develop a 3x-5x 12-month pipeline of qualified opportunities to meet and exceed your quota targets
- Identify the decision makers and influencers with target customers and develop strategies to navigate organizational politics
- Plan approaches and pitches. Work with team to develop proposals that address client needs and objectives
- Manage the closing process including negotiations, terms, conditions, and procurement activities
- Present a professional and polished image that mirrors that of the client
- Maintain a current and accurate pipeline at every stage of maturity; create a reliable forecast
- Meet or exceed quarterly and annual sales quota consistently
- Present new products and services and enhance existing relationships with assigned accounts
- Work with technical staff and other internal colleagues to meet customer needs
- Arrange and participate in internal and external client briefings
Business Development Planning
- Attend industry functions, provide feedback and information on market trends and competitors
- Consult with senior management on business trends and opportunities
- Identify opportunities for campaigns, services, and distribution channels that will lead to revenue growth
- Create sales messaging that communicates the company’s unique selling propositions and differentiators
Requirement/Competencies
- Ability to build and manage customer/executive relationships
- Excellent communication, presentation, and negotiation skills
- Ability to manage complex sales cycles and coordinate extended teams
- Experience in value-based methodologies (solution selling, customer-centric selling, etc.)
- Proven prospecting and sales cycle management skills
Travel
This position may require up to 40% travel.
Required Education and Experience
- Proven track record of meeting/exceeding revenue/quota targets
- Intermediate to senior level experience in enterprise software sales
Preferred Education and Experience
- Bachelor’s or Master’s Degree in Business or Technology
- Experience selling analytics or business intelligence solutions
- Experience in subscription software sales
- Additional experience with Cloud, mobile, Big Data, Hadoop, AI, IoT, R, or Python
Additional Eligibility Qualifications
- None required for this position
Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required of the employee. Duties, responsibilities, and activities may change at any time with or without notice.