Strategy is looking for an Account Executive to lead strategic sales efforts across enterprise accounts in Melbourne/Australia. 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. Your FocusDrive complex, enterprise-wide sales cycles and effectively present Strategy’s value proposition to both C-level business and IT stakeholders through strategic value-led engagementsProspect, develop and close new business while creating satisfied and referenceable customersResearch the customer environment to create effective business impact models, account plans and win plans; and create business cases, ROI and TCO modelsManage 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 ServicesWork strategically with Inside Sales to develop a territory and target account plan to create a healthy pipeline that will yield overachievement in booking targetsManage an individual sales pipeline to ensure an appropriate mix of prospects, new business opportunities and firm proposalsBalance long-term objectives with short term results to maximize overall revenue generationMeet and exceed direct sales goals within assigned territoryAcquire and maintain a thorough working knowledge of Strategy’s Business Intelligence software products and services and a deep understanding of their applicationsPosition Strategy’s solutions through strategic value-based selling, business case definition, return on investment analysis, customer references and analyst dataCoordinate and manage industry events and user groups to generate market interestEnsure that all stages of the sales cycle are undertaken effectively to achieve the required results whilst adhering to Strategy’s chosen sales methodology - MEDDPICCIdentify and manage risk in his/her business activities and take responsibility for reporting risks in a timely, open, and appropriate mannerPrepare accurate sales forecasts and sales cycle reporting using Strategy’s CRM toolLeverage and enhance partner relationships to drive additional value and revenue.Requirements:Extensive experience of quota-carrying sales of software products and services into large enterprisesDemonstrable track record of consistent over-quota sales performanceProven track record of senior level stakeholder engagement on complex IT and Business-led opportunities with referenceable client winsExtensive experience in prospecting, driving, and closing complex enterprise sales cyclesExperience in areas such as Business Intelligence, Artificial Intelligence, Data Analytics, CRM, ERP, Cloud enterprise software salesExperience with sales methodologies such as MEDDPICC, Challenger, SandlerAbility 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 tasksDemonstrable knowledge of key Return on Investment and Total Cost of Ownership principlesA creative self-starter who can work effectively within a supportive team culture whilst independently managing their own businessAbility to work in a fast paced, open, collaborative, and success-driven environmentA strong storyteller with a customer-centric approach who can quickly build rapportHungry for success and driven to achieve high financial rewardsDegree educated or equivalent academic/work experience
