Large Enterprise Account Executive

Roles and responsibilities

• Represent the company, its solutions and software, in your territory
• Build and execute a territory plan to prioritize outreach and prospecting
• Develop new pipeline through outreach, prospecting, local marketing, and industry events
• Close contracts to meet and exceed quarterly and annual bookings targets
• Be mindful and proactive in achieving tactical and strategic objectives
• Manage customer relationships and interactions through all stages of the sales cycle
• Work with field engineers to propose solutions that solve our customers’ business problems
• Work with customer success to identify growth opportunities
• Maintain accurate pipeline data and forecasts within Salesforce
• Establish productive professional relationships with key influencers and decision makers
  
  

What we are looking for in you

• Bachelor's level degree, preferably in engineering or computer science
• Experience of open source technology and solutions
• Detail oriented with effective follow-up
• Experience in enterprise software or technology sales planning and execution
• Track record of achievement in sales targets and new account wins
• Self-discipline and motivation to be successful in a distributed team
• Professional written and spoken English, as well as any language that may be appropriate for your target market
• Ability to travel for customer engagements, industry events and company events
  
  

Additional Skills Of Interest

• Specific vertical experience, in particular finance, telco, health, energy, public sector, tech
• Experience speaking at conferences or industry events

Desired candidate profile

1. Sales Strategy and Planning

• Account Targeting: Identify and target high-value enterprise accounts that align with the company’s ideal customer profile (ICP). Research and qualify leads based on industry, size, challenges, and potential fit for the company’s offerings.
• Sales Pipeline Management: Build and maintain a strong sales pipeline, managing prospects through all stages of the sales funnel, from lead generation to closing deals. Track and report on sales progress to meet quarterly and annual sales targets.
• Account Planning: Develop strategic account plans for each enterprise client, detailing goals, timelines, and tailored sales strategies. Map out key stakeholders and decision-makers within the organization to build a path to a successful sale.
• Forecasting: Provide accurate sales forecasts, update management on deal progression, and adjust strategies to ensure sales targets are achieved.

2. Client Relationship Management

• Building Relationships: Establish and maintain strong relationships with C-level executives, senior managers, and key stakeholders at client organizations. Understand their business needs, challenges, and goals to position the company’s products or services effectively.
• Consultative Selling: Act as a trusted advisor to the client, providing insights and recommendations on how the company's solutions can address their specific pain points, improve efficiency, or support their growth objectives.
• Negotiation and Deal Closure: Lead complex negotiations, including pricing, contract terms, and scope of service. Collaborate with legal and finance teams to ensure contract terms meet both the client’s needs and company policies.
• Account Growth: After closing deals, maintain long-term relationships to identify opportunities for upselling, cross-selling, and expanding business with existing clients.

3. Solution Selling and Product Demonstration

• Tailored Presentations: Develop and deliver customized product demonstrations and presentations based on the client’s unique business requirements. Show how the company’s solutions can drive real value for the enterprise.
• Proposals and RFPs: Create detailed proposals and responses to Requests for Proposals (RFPs) that align the company’s offerings with the client’s specific needs, including technical specifications, implementation plans, and pricing.
• Product Knowledge: Maintain a deep understanding of the company’s products or services, staying up-to-date with new features, use cases, and industry trends. Be able to articulate the value proposition clearly to non-technical and technical stakeholders.

4. Collaboration with Internal Teams

• Cross-functional Collaboration: Work closely with internal teams such as customer success, product management, marketing, and solutions engineering to ensure alignment on client needs, expectations, and delivery.
• Feedback Loop: Share customer feedback and insights with product teams to influence product development and innovation based on the enterprise clients' needs.
• Onboarding and Implementation: Ensure a smooth transition from sales to post-sale implementation by collaborating with the customer success or implementation team to ensure the product meets the client's expectations.