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![MicroStrategy Incorporated](https://media.trabajo.org/img/noimg.jpg)
Senior Account Executive
vor 1 Monat
About the Role
MicroStrategy Incorporated is seeking an experienced Senior Account Executive to drive strategic sales into enterprise accounts within their assigned territory. Key responsibilities include prospecting, qualifying, selling, and closing new logo business into prospects and installed accounts.
Responsibilities
- Drive complex, enterprise-wide sales cycles and effectively present MicroStrategy's value proposition to both C-level business and IT stakeholders.
- 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.
- Manage all aspects of the sales process, including lead generation, qualification, evaluation, close, and account care.
- Work strategically with Inside Sales to develop a territory and target account plan.
- 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.
- Position MicroStrategy's solutions through strategic value-based selling and business case definition.
- 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.
- 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.
Qualifications
Required Experience and Skills
- 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.
- Extensive experience in prospecting, driving, and closing complex enterprise sales cycles.
- Experience in areas such as Business Intelligence, Artificial Intelligence, Data Analytics, CRM, ERP, and Cloud enterprise software sales.
- Experience with sales methodologies such as MEDDPICC, Challenger, and Sandler.
- Ability to manage multiple priorities effectively and be accountable for their decisions.
- 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.
- 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.
Desirable Experience and Skills
- Working knowledge of Business Intelligence competitor products, Data Preparation, ETL, Databases, Analytics, and Enterprise Data Warehouses.