- Gain key foundational knowledge in processes, team structure, market knowledge, positioning and qualifying, competitive understanding, and shadowing colleagues.
- Gain proficiency in engaging prospects and developing your plan to participate in strategy calls, deep
- Owning overall pipeline development, and strategically planning out activities by leveraging your own relationships, the BDR team, Profisee Marketing, Profisee Partners, and Microsoft leads.
- Set up a weekly cadence with BDR and the Profisee extended team and a biweekly cadence with key partners to coordinate and drive high-yield opportunities.
- Curate a living target account list with 30 "A" target accounts and 100 "B" target accounts. Personally own penetration into "A" targets. Dedicate at least four hours a week to engaging and prospecting within "A".
- Develop and deliver creative account-based marketing themes for top five target accounts, leverage BDR and marketing team to execute specific account-based marketing activities into top five accounts each quarter.
- Be accountable for your forecast and deliver within 20% of the week 4 forecast by the end of the quarter, within 10% of week 8 forecast by the end of the quarter.
- Verbal selection and agreement on commercial terms, and paperwork/redlines in-process for all committed deals.
- Maintain discipline in your pipeline (through Salesforce and Clari), accuracy is paramount (no fluff, no sandbagging).
- Deliver revenue every quarter by understanding timing and velocity.
- Ensure all active opportunities are progressing through sales stages every month.
- Continue to develop personal mastery of data management knowledge to ensure that you can articulate to prospects and your extended internal and external selling teams the unique business value Profisee can offer.
- Cultivating deep relationships within Microsoft business applications and Data & AI teams, ensuring that our joint value proposition is understood, and teams are enabled to leverage Profisee.
- Create value for customers during the sales cycle to earn the right to a "give to get" relationship during the sales and consistently broaden touchpoints within accounts during the sales cycle.
- Understand the compelling business problems to solve, the linkage with our solution, and assist your prospect in articulating this value to their key leadership and decision-making/ approval.
- Leveraging the Profisee leadership team to gain access to executive leadership both within and beyond.
- Strategically prioritizing your activities and the investment of your time and your extended team's time to create leverage points that yield a productive pipeline and deal progression.
- Leverage prospect asks to gain insights and broader/higher access in order to be in control of the sales cycle.
- Act as "the quarterback" for every opportunity and lead your extended team by defining the winning themes, competitive strategy, opportunities to gain insight or access, etc.
- Ensure dry- runs and team collaboration for message consistency and flawless to enhance control of the internal and customer-facing agendas.
- Flawlessly control your deals, ensure CRM accuracy, and drive communication among all team members and stakeholders.
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Account Executive, East - Alpharetta, United States - Profisee Group Inc
4 weeks ago
Description
This position will be based on the East Coast.Mission - Why We Exist, What We Do, and Why We Need You
Profisee exists to empower the possibilities of the data-enabled future. In a world where data drives decisions, opportunity, and innovation, the importance of trusted data simply cannot be overstated. Profisee is a growing Microsoft top tier partner focused on data management solutions in general and, more specifically, in the area of Master Data Management .
The Account Executive, East is a key Sales team member and works with the Profisee Business Development and Pre-Sales team to identify business challenges, conduct impact analysis and monetize the impact of deploying a Data Management solution that aligns with prospects' critical business initiatives. This position will be based on the east coast.
Within 3 months you will...
Achiever Pattern: Consistently exceeds quota by taking responsibility, owning the details, and having a sense of urgency to go above and beyond in delivering personal and company objectives.
Experience Selling Business-oriented Applications/Tools: Bring solid experience selling business-oriented applications/tools or analytics platforms versus selling infrastructure or services. Your deals should average around $150k (annual subscription) with a sales cycle average of 4-9 months.
Value Selling and Executive Presence: You should have experience in understanding and articulating real-world business value across multiple verticals (increased revenues and/or reduced costs) versus feature/function selling and present to stakeholders in an articulate, polished, well-communicated format, verbally and in writing.
Desire for Expertise: You should understand the fundamentals of modern IT architecture (ability to whiteboard out typical systems and data concepts). You should have a proactive interest in becoming a subject matter expert in the master data management marketplace with the desire to understand the core solution capabilities, use cases, and competitive advantage.
