Strategic Account Executive
Job Summary
The Strategic Account Executive will lead sales strategies for high-value customers, focusing on long-term growth and solution delivery. This role involves managing complex stakeholder relationships and collaborating across internal teams to drive cloud transformation. You will be responsible for identifying expansion opportunities and ensuring successful alignment of Atlassian's products with customer business objectives.
Responsibilities
- Develop strategic account and territory plans
- Manage and retain high-value strategic accounts
- Build relationships with C-level executives
- Lead complex contract negotiations
- Collaborate with internal cross-functional teams
Required Skills
- 10+ years Enterprise Software Sales
- C-level engagement experience
- Complex deal transformation
- CRM proficiency
- Strategic account planning
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.
- Build and maintain relationships with C-level and other executive leadership.
- 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 and enhance overall customer satisfaction.
- Lead complex negotiations and contract discussions with customers.
- Conduct market research and stay informed about industry trends to identify new opportunities and 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 to effectively communicate their value proposition to customers.
- 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 and complex purchasing needs.
- Proficient in leading and guiding a highly matrixed support team across geographies, getting cross-functional teams aligned.
- Experience managing key customer relationships and closing strategic sales opportunities.
- Extensive experience utilizing a CRM to achieve and correlate key performance metrics.
- Proven track record of meeting or exceeding performance targets.