Strategic Account Executive
Job Summary
The Strategic Account Executive will drive growth and manage relationships with high-value customers by formulating customized business strategies. This role involves leading complex negotiations and collaborating with internal teams to align Atlassian's software solutions with client objectives. The position is essential for expanding market presence and ensuring long-term customer success.
Responsibilities
- Develop strategic account and territory plans
- Manage high-value customer relationships
- Lead complex negotiations and contract discussions
- Coordinate with cross-functional internal teams
- Provide sales forecasts to management
Required Skills
- 10+ years Enterprise Software Sales experience
- C-level relationship management
- Expertise in complex procurement processes
- CRM proficiency
- Consultative sales approach
Job Details
### Responsibilities:
- Develop and implement named Account or Territory plans geared at maximizing expansion opportunities and ensuring customer success.
- Serve 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 business objectives and challenges of potential customers to position solutions effectively.
- Collaborate with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes.
- Lead complex negotiations and contract discussions.
- Conduct market research to stay informed about industry trends and maintain a competitive edge.
- Provide regular updates and forecasts on sales performance to senior management.
- Develop and maintain deep product knowledge to communicate value propositions effectively.
- 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.
- Proven track record of engaging and building C-level and 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.
- Proactive, consultative, and solution-oriented approach to discovering new opportunities.
- Proven track record of meeting or exceeding performance targets.