Account Executive - West Coast Territory
August 29
🏡 Remote – Anywhere in California
Description
• Drive new business to our ideal customer profile through value-based selling and clearly articulating our platform differentiation. • Develop and execute a go-to-market strategy in the assigned territory. • Lead the sales process from first meeting through close. • Orchestrate other roles into the sales process as appropriate – technical validation, solution consulting, professional services, etc. • Build business cases and other supporting materials to help support prospects in the buying cycle. • Stay up to date on the latest product enhancements and deliver demos for prospects. • Develop and manage a healthy pipeline of qualified opportunities. • Utilize MEDDPICC and Command of the Message sales methodology to strategically prepare for calls, advance prospects in the sales process and accurately forecast revenue. • Keep all customer information, notes, and documents up to date in Salesforce.com and other relevant systems; and provide accurate and timely reports.
Requirements
• 10+ years of strong sales performance delivering high-value SaaS solutions to complex business problems in large enterprises. • Including selling to the C-suite at FTSE 500 companies. • Experience managing and demonstrating success in complex sales cycles in 6 or 7 figure deals. • Driven by success, having hustle, and a strong desire to win. • Team player who is collaborative, thoughtful, resourceful and must have a genuine curiosity to solve problems. • Ability to build trust with technical and business decision-makers including C-Level buyers to win in a competitive environment. • Strong organization skills and ability to manage multiple priorities in a dynamic, high-growth company environment. • Experience with MEDDPICC and Command of the Message is a plus. • Travel up to 40%
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