Account Executive - Nordics

Job Description 

The Role 

Strategy 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. Hunter mentality, robust Pipeline Generation approach, experience with MEDDIC and Command of the Message. 

Your Focus 

• Drive complex, enterprise-wide sales cycles and effectively present Strategy’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 Strategy’s Business Intelligence software products and services and a deep understanding of their applications 
• Position Strategy’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 Strategy’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 Strategy’s CRM tool  
• Leverage and enhance partner relationships to drive additional value and revenue 

Qualifications 

Required Experience and Skills 

• 7+ years' experience of quota-carrying sales of software products and services into large enterprises 
• Demonstrable track record of consistent over-quota sales performance 
• Hunter mentality 
• Strong Pipeline Generation (PG) approach 
• Experience with MEDDIC and Command of the Message 
• Hungry for success and driven to achieve high financial rewards 
• 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 
• 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 
• 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

Department: Sales
Function: Information Technology
Experience Level: Mid-Senior Level