Description:
The successful Senior Account Executive is highly energetic, proactive, competitively driven, and achievement-oriented. Senior Account Executives combine their knowledge of technology, mastery of complex selling, and a proven track record of business-to-business sales to sell and deliver Reltio’s data-driven applications platform.
Job Duties and Responsibilities:
- Meet or exceed their revenue goals by selling Reltio’s technology and services to new and existing customers.
- Apply the Reltio Sales Methodology, MEDDPIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champions, and Competition
- Leverage your extensive experience, consultative selling skills, and long-standing relationships to engage with stakeholders, decision-makers, and executive sponsors.
- Manage all sales activity through opportunity development, resource allocation, sales team collaboration, account strategy, planning and execution, and accurate forecasting.
- Cultivate and leverage mutually beneficial relationships with strategic alliance partners.
- Lead and participate in the development and presentation of a compelling value proposition.
- Identify and develop strategic alignment with key third-party partners and influencers.
- Cultivate and leverage mutually beneficial relationships with strategic alliance partners.
- Use Salesforce to manage clients, prospects, partners, and business process
Negotiate pricing and contractual agreements to close the sale.
- Other duties and responsibilities as assigned.
Skills You Must Have:
- Bachelor’s degree.
- 10+ years of full lifecycle sales experience with 5+ years of large enterprise software or technology sales and or key account management experience
- Experience creating detailed business plans and POV
- Managing and leading the entire sales process
- Develop Account Planning and Strategy with an assigned territory
- Understanding and Application of Sales methodologies such as MEDDPIC or other enterprise sales methodologies Previous Sales Methodology training (R.A.D.A.R./Complex-Selling, TAS, “Solution Selling,” SPIN, et al), CRM experience (Salesforce.com preferred), and strong customer references preferred.
- Experience selling Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS) or other cloud-based platforms.
- Experience selling enterprise-scale business applications, including ERP, CRM or analytics, MDM, data quality, data integration or data management technologies.
- Track record of consistent over-achievement of quota (top 10-20% of the company) in past positions.
- Experience managing a complex sales cycle from business champion to the CxO level.
- Experience managing and closing complex sales cycles and demonstrated ownership of all account/territory management aspects.
- Maintain accurate and timely prospect & customer deal pipeline and forecast data.
- Experience as a leader in a team selling environment.
- Excellent verbal and written communication skills.
- Demonstrated consistent over-achievement in past roles while carrying $2MM+ quotas with high average deal sizes.
- Strong personal productivity computer skills, including Google Applications, Salesforce, Microsoft Word, PowerPoint, and Excel
- Willingness and ability to travel domestically as needed (estimated to be 50%).
Skills That Are Nice to Have:
- Cloud Selling Certifications
- Industry experience in HLS, FNS, Life Sciences or B2B2C
- Experience working in an ABX Framework