BASIC FUNCTION:
The function of the Enterprise Account Executive is to develop a select list of strategic accounts and partners to identify, solicit, develop, and close IT and Cybersecurity-Compliance hardware, software, services bundles and managed solutions sales opportunities within the Wealth Management (Aggregators), ISV/SaaS, Construction (Consolidators), and emerging market segments.
QUALIFICATIONS:
The following are the principal qualifications for this position:
General
· Strong Rapport Building, Verbal and Written C-Level and Multi-Departmental Communications, Planning, Time-Management, Consultative Selling, Marketing, Reporting, Partner Planning & Performance Management.
· Positive, Uplifting, Proactive Nature.
· Tenacious Attitude, Self-starter, Willing to Go the "Extra Mile".
· Ability to Work Collaboratively with Strategic Partners, and Enterprise Accounts.
· Excellent Communications, Customer Relationship Development, Leadership, and Presentations Skills.
Strategic and Daily Enterprise Selling and Business Development
· Ability to Understand Enterprise and Partner End-Customer Needs, Goals, Objectives, and Identify IT, Cyber, and Compliance Solutions Address the Needs.
· Demonstrates Persistence and Determination in the Development of Short-Term, Mid-Term, Long-Term Sales Opportunities with Aggregators, Consolidators, and ISV/SaaS Enterprise Relationships.
· Consistently and Persistently Develops Relationships with Select Enterprise End-Customer Contacts, Expanding them Into Longer-Term, Multi-Year Customers.
· Engage and Communicate Effectively with Existing and Net-New Enterprise Contacts and End-Customer Executives to Achieve Sales and Gross Profit Goals and Budgets.
· Interact Professionally and Effectively with Senior-Level Executives in Business and Strategic Relationship Discussions.
· Proactively Drives Account Planning, QBRs, Sales and Establishes and Coordinates Opportunity Reviews with Internal Engagement Managers and Solutions Engineers Supporting Enterprise Accounts.
· Strong Ability to Gather, Document, and Understand End-Customer IT, Security, and Business Needs, Goals, Objectives, and Initiatives, then Document and Communicate that Information to Internal Engineering and Partner Team Members.
Education & Experience
· 10+ Years of Experience, Knowledge, and Success Selling Large Aggregators, Consolidators, or Enterprise Companies (2,000+ FTEs) and selling $1M+ or MM complex IT/Cyber/Software solutions.
· 10+ Years of Driving or Working with Marketing to Develop and Deploy Direct and Channel Marketing Campaigns, Programs, Sales Plans into Aggregators, Consolidators, or Enterprises.
· 10+ Years of Driving Outbound Sales Calls, Emails, Meetings, and Participating in Tradeshows, Roundtables, and In-Market Events to Build Rapport and Relationships with C-Levels in Aggregators, Consolidators, or Enterprises.
· Successful (over-quota) History of Driving Sales, Pipeline, Opportunities, and Securing New Multi-Year, Multi-Million Dollar Contracts or MRR Agreements.
· 10+ Years of Building Regions, Territories, Driving Account Planning, Account Management, QBRs, and Upselling Activities for Aggregators, Consolidators, or Enterprises.
· Bachelor's Degree, Prior Business Ownership, or Comparable Work Experience is Required.
AUTHORITIES:
The following are principal authorities granted to this position:
· Exercise the Responsibilities and Perform the Duties of the Position.
MAJOR DUTIES:
The following are the duties for this position:
· Work with Marketing to Identify, Target and Prioritize a List of the Top 150-200 Enterprise Named Accounts, Aggregators, ISV/SaaS, Consolidators Across All Target Markets.
· Work with Marketing and CRO to Define Campaigns, Sales Plans, Sales Plays, Approaches to the Target Enterprise List.
· Initially targeting organizations 2,000+ FTEs/Seats or Agreements over $250K ACV
· Shapes, Promotes, Oversees New Sales, Marketing Programs and Campaigns for Aggregator, ISV/SaaS, Consolidator, Partner Ecosystems.
· Drive Outbound Sales Calls, Emails, Social Media Outreach, and In Market Events to Build Rapport, Relationships with CXOs in Top Target Accounts.
· Drive Sales Pursuits, Pipeline Opportunities, and Secure New Multi-Year MRR Agreements.
· Drive Account Planning, Upselling Activities for Top 20 Target Enterprise Accounts.
· Support CRMs and Delivery with QBRs, Roadmap, Voice of the Customer, and Strategic Discussions in Top 20 Target Enterprise Accounts.
· Share Best Practices with Other Sales Team Members + Track and Report on Account Activities, Plans, Pipeline and Top Opps to CRO and Team.
· Provides Guidance to Expansion Reps as they Upsell Mid-Market Customers in Aggregator and Consolidator Ecosystems.
· Supports CRMs and Delivery with QBRs, Roadmap Discussions in Enterprise Accounts.
· Trains, Educates other Team Members on Enterprise Selling.
· Works with Marketing & Delivery to Capture Voice of Customer, Enhance Customer Journey.
Other
· Promote Positive Relations Between Company and Enterprise Accounts, OEM Partners, Alliances, and Vendors.
· Promote Positive Environment in Sales and Marketing Department and Between other Internal Groups.
· Provide Input to and Help Promote Company Sales Best Practices.
MAJOR RESPONSIBILITIES:
· Perform All Duties in a Timely and Professional Manner.
PERFORMANCE EVALUATION CRITERIA:
· Ability to Achieve Net New Pipeline and Pipeline Ratio Targets in the First 3-4 months and Quota Targets in 14-16 Months.
· Ability to Activate and Grow Revenues in Enterprise Relationships.
· Ability to Develop Relationships and New Sales Opportunities within Assigned Accounts.
· Ability to Move End-Customer Sales Opportunities through the Sales Pipeline.
· Ability to Contribute to Pipeline Growth Across all Company Portfolio Areas.
· Ability to Accurately Score, Rank and Categorize Pipeline Opportunities based on Company Sales Standards.
· Ability to Work with Outside Professionals and Organizations to Achieve Sales Goals.
· Ability to Work as a Team Player and Willingness to Share Knowledge with Others.
· Ability to Meet Deadlines, Both Internal and External.
· Accuracy and Timeliness of Internal Paperwork.
· Actively Participate in Sales Team Meetings, Providing Input, and Meeting Commitments.
· Ability to Create a Positive Image of the Company within the IT Industry and/or Community.
· Ability to Compete Goals Set in Regular Evaluation Goal Setting Sessions.
· Willingness to Perform Other Work for the Benefit of the Company as Directed.
