Strategic Account Executive
Job Summary
The Strategic Account Executive will drive growth within high-value enterprise accounts by developing tailored sales strategies and fostering executive-level relationships. The role involves managing a complex portfolio, identifying expansion opportunities, and collaborating with cross-functional teams to deliver impactful software solutions. You will be responsible for leading complex negotiations and ensuring customer success across a designated territory.
Responsibilities
- Develop and execute strategic territory and account plans
- Manage and expand relationships with C-level stakeholders
- Lead complex negotiations and cross-functional collaboration
- Forecast sales performance and drive customer success
Required Skills
- 10+ years Enterprise Software Sales experience
- Executive relationship management
- Complex negotiation and procurement navigation
- Matrixed team leadership
- CRM proficiency
Job Details
Responsibilities:
- Develop and implement named Account or Territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring high bar of customer success.
- Act as the main point of contact or escalation point for designated strategic Accounts.
- Develop and implement strategic sales plans to acquire and retain high-value accounts.
- Identify key decision-makers within target accounts and build strong relationships with them, including C-level executives.
- Understand the business objectives and challenges of potential customers and position solutions to address their needs.
- Collaborate with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes.
- Lead complex negotiations and contract discussions with customers.
- Conduct market research and stay informed about industry trends to maintain a competitive edge.
- Provide regular updates and forecasts on sales performance to senior management.
- Develop and maintain a deep understanding of the company's products and services.
- Travel as necessary to meet with clients, attend industry events, and participate in conferences.
- Mentor and provide guidance to junior members of the sales team.
Qualifications:
- 10+ years of quota-carrying Enterprise Software Sales Experience.
- Experience driving transformation deals in large global accounts with multi-million dollar spend thresholds.
- Experience engaging and building C-level and other executive relationships.
- Experience navigating complex procurement processes with multiple stakeholders.
- Proficient in leading and guiding a highly matrixed support team across geographies.
- Extensive experience utilizing a CRM to achieve and correlate key performance metrics.
- Proven track record of meeting or exceeding performance targets.