MicroStrategy is seeking a Senior Account Executive to drive strategic sales into enterprise accounts within his / her assigned territory. Responsibilities include prospecting, qualifying, selling, and closing new logo business into prospects and installed accounts. This is a new business hunter and individual contributor role with quota carrying responsibility. Whilst the focus is on new business development, there will be a split of approximately 70% new logo business together with 30% account development for existing customers.
Your Focus
* 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 (Inside Sales, Sales Engineering), 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 maximise 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 whilst adhering to MicroStrategy’s chosen sales methodology - MEDDPICC
* Identify and manage risk in his / her 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
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 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 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 whilst 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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