Senior Account Executive

vor 2 Monaten

Zürich, Zürich, Schweiz MicroStrategy Incorporated Vollzeit
Job Title: Senior Account Executive

About the Role

MicroStrategy Incorporated is seeking a highly skilled Senior Account Executive to drive strategic sales into enterprise accounts within their assigned territory. As a key member of our sales team, you will be responsible for prospecting, qualifying, selling, and closing new logo business into prospects and installed accounts.

Key Responsibilities

  • Drive complex, enterprise-wide sales cycles and effectively present MicroStrategy's value proposition to both C-level business and IT stakeholders through strategic value-led engagements
  • Prospect, develop, and close new business while creating satisfied and referenceable customers
  • Research the customer environment to create effective business impact models, account plans, and win plans; and create business cases, ROI, and TCO models
  • Manage all aspects of the sales process, including lead generation, qualification, evaluation, close, and account care, collaborating cross-functionally with Sales, Marketing, and Professional Services
  • Work strategically with Inside Sales to develop a territory and target account plan to create a healthy pipeline that will yield overachievement in booking targets
  • Manage an individual sales pipeline to ensure an appropriate mix of prospects, new business opportunities, and firm proposals
  • Balance long-term objectives with short-term results to maximize overall revenue generation
  • Meet and exceed direct sales goals within assigned territory
  • Acquire and maintain a thorough working knowledge of MicroStrategy's Business Intelligence software products and services and a deep understanding of their applications
  • Position MicroStrategy's solutions through strategic value-based selling, business case definition, return on investment analysis, customer references, and analyst data
  • Coordinate and manage industry events and user groups to generate market interest
  • Ensure that all stages of the sales cycle are undertaken effectively to achieve the required results while adhering to MicroStrategy's chosen sales methodology - MEDDPICC
  • Identify and manage risk in their business activities and take responsibility for reporting risks in a timely, open, and appropriate manner
  • Prepare accurate sales forecasts and sales cycle reporting using MicroStrategy's CRM tool
  • Leverage and enhance partner relationships to drive additional value and revenue

Requirements

  • Extensive experience of quota-carrying sales of software products and services into large enterprises
  • Demonstrable track record of consistent over-quota sales performance
  • Proven track record of senior-level stakeholder engagement on complex IT and business-led opportunities with referenceable client wins
  • Extensive experience in prospecting, driving, and closing complex enterprise sales cycles
  • Experience in areas such as Business Intelligence, Artificial Intelligence, Data Analytics, CRM, ERP, Cloud enterprise software sales
  • Experience with sales methodologies such as MEDDPICC, Challenger, Sandler
  • Ability to manage multiple priorities effectively, network internally to get things done, and be accountable for their decisions; ensuring all stages of the sales cycle are running concurrently; opening pipe; progressing; closing deals; prioritizing tasks
  • Demonstrable knowledge of key Return on Investment and Total Cost of Ownership principles
  • A creative self-starter who can work effectively within a supportive team culture while independently managing their own business
  • Ability to work in a fast-paced, open, collaborative, and success-driven environment
  • A strong storyteller with a customer-centric approach who can quickly build rapport
  • Hungry for success and driven to achieve high financial rewards
  • Degree educated or equivalent academic/work experience

Desirable Experience and Skills

  • Working knowledge of Business Intelligence competitor products, Data Preparation, ETL, Databases, Analytics, and Enterprise Data Warehouses. Understanding of Big Data is preferred

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