Enterprise Account Executive - California, United States - Regie

Description

The Role

The primary purpose of an Enterprise Account Executive at is to manage complex, full-life cycle sales strategy for new accounts. You are responsible for leading the entire sales cycle including researching, prospecting, advising, negotiating contracts, and closing deals. You are accountable for developing account plans, using value selling sales methodology to lead to successful building of new business to achieve your territory goals. You can identify and deeply understand a prospect's needs, pains, and desired business outcomes to build an effective business case that demonstrates ROI and value proposition of the platform. You will partner with other members of the go-to-market team, such as Solution Consultants, to successfully navigate proof of concept demos to prospective clients. Your primary points of contact at prospective new customers are above the line contacts (CRO, VP Sales, VP Rev Ops, and VP Global SDR). Key performance indicators include quota attainment, pipeline generation and coverage, and forecast quality and accuracy.

Responsibilities:

• Identify, research, and qualify potential new customers in your assigned territory.
• Build effective pipeline coverage to achieve your sales targets and goals.
• Forecast deals appropriately and accurately using 's forecast methodology.
• Develop and deliver on account plans, using Value Selling Sales Methodology, to strategically increase new revenue for
• Conduct effective discovery calls to identify and unlock business challenges that solves.
• Demonstrate how the platform provides a tailored solution to a prospect's key outcomes they are trying to achieve.
• Partner effectively with internal resources to drive and close business, effectively navigating team members across go-to-market, as well as finance and leadership.
• Negotiate contracts with cross-functional teams including C-suite, finance, procurement, and technical teams.
• Understand prospect's needs to develop accurate scoping and success criteria to position a successful implementation.

Qualifications:

• At least five years of sales lifecycle management experience, preferably in a SaaS environment
• Proven experience in selling disruptive, complex solutions into medium to large organizations
• Proven experience in selling into accounts through a top down executive motion
• Ability to manage and navigate complex sales cycles (4-12 months) with contract values from K
• Ability to build and cultivate strong, trusting relationships and partnerships, both internally and externally
• Knowledge of the Value Selling Sales Methodology and experience applying and using this framework for successful sales
• Strong pipeline management skills
• Strong negotiation skills
• Effective communication skills, both written and verbal, with the ability to tailor messaging appropriately for the audience
• Executive presence and interpersonal skills