Job Description
The Role
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
1. 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
2. Prospect, develop and close new business while creating satisfied and referenceable customers
3. Research the customer environment to create effective business impact models, account plans and win plans; and create business cases, ROI and TCO models
4. 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
5. 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
6. Manage an individual sales pipeline to ensure an appropriate mix of prospects, new business opportunities and firm proposals
7. Balance long-term objectives with short term results to maximise overall revenue generation
8. Meet and exceed direct sales goals within assigned territory
9. Acquire and maintain a thorough working knowledge of MicroStrategy’s Business Intelligence software products and services and a deep understanding of their applications
10. Position MicroStrategy’s solutions through strategic value-based selling, business case definition, return on investment analysis, customer references and analyst data
11. Coordinate and manage industry events and user groups to generate market interest
12. 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
13. Identify and manage risk in his/her business activities and take responsibility for reporting risks in a timely, open, and appropriate manner
14. Prepare accurate sales forecasts and sales cycle reporting using MicroStrategy’s CRM tool
15. Leverage and enhance partner relationships to drive additional value and revenue
Qualifications
Required Experience and Skills
16. Extensive experience of quota-carrying sales of software products and services into large enterprises
17. Demonstrable track record of consistent over-quota sales performance
18. Proven track record of senior level stakeholder engagement on complex IT and Business-led opportunities with referenceable client wins
19. Extensive experience in prospecting, driving, and closing complex enterprise sales cycles
20. Experience in areas such as Business Intelligence, Artificial Intelligence, Data Analytics, CRM, ERP, Cloud enterprise software sales
21. Experience with sales methodologies such as MEDDPICC, Challenger, Sandler
22. 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
23. Demonstrable knowledge of key Return on Investment and Total Cost of Ownership principles
24. A creative self-starter who can work effectively within a supportive team culture whilst independently managing their own business
25. Ability to work in a fast paced, open, collaborative, and success-driven environment
26. A strong storyteller with a customer-centric approach who can quickly build rapport
27. Hungry for success and driven to achieve high financial rewards
28. Degree educated or equivalent academic/work experience
Desirable Experience and Skills
29. Working knowledge of Business Intelligence competitor products, Data Preparation, ETL, Databases, Analytics and Enterprise Data Warehouses. Understanding of Big Data is preferred
Additional Information