Senior Account Executive

United States, Remote

Full time

R

The Senior Account Executive is an enterprise software sales professional who sells a platform of professional services solutions to Global 1000 clients. This individual understands executive selling into large companies, outstanding communication skills and brings current relationships. Proactively prospecting and leading meetings with customers weekly.

Our Enterprise Suite division is looking for dynamic Services Sales Executive to engage with Micro Focus clients in the Americas to provide expert, advisory and technical integration services that maximize customer ROI with Rocket products - with Services revenue approximately $500k--2M or transition/ transformation for a more complex $2M- 10M deal.

• Sells Consulting Services Solutions and Service Management Solutions (SMS).
• Develops long term sales pipeline to increase the company's market share in specialized areas.
• Uses specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
• Sets direction for business development and solution replication.
• Creates and grows reference customers.
• Works collaboratively with license account managers.
• Sells complex services and/or solutions to customers on a partnership basis.
• Maintains and uses overall cross-portfolio knowledge to support account leads with integration of solutions.
• Contributes to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
• Work closely with Field Marketing to develop prospects and events.
• Lead sales campaigns with the extended team of Rocket sales engineers, marketing and lab groups.
• Ensure best-in-class customer sales satisfaction and reference-ability with our customers.
• Meets revenue targets and strategic objectives, including growing the sales pipeline, creating territory plans.
• Actively use Salesforce and maintain weekly, monthly and quarterly sales forecasts.
• Work with management to negotiate pricing and contact terms.
• Serve as a trusted advisor to customer business and IT leaders, aggressively shape opportunities early in the sales cycle. Advance opportunities into profitable revenue growth for the company.
• Demonstrate breadth and depth of knowledge in aligning the company's capabilities to business and IT priorities and positioning relative to competitors.
• Advocate for customer needs during sales cycle and in addressing any delivery issues.
• Research and understand each customer's industry and business, strategies and challenges.

• 8+ years of sales experience in solution software to Global 1000 clients.
• Ability to adapt to the situation, impeccable honesty, integrity, and ethics.
• Consistent track record of meeting and exceeding quotas.
• Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
• Work in a company with a sales culture that supports and rewards high achievers.
• Proactively tackles difficult problems often with a new perspective.
• Can articulate a vision, influence others, plan and organize resources and deliver the results.
• Has the business acumen and experience to navigate large, complex customers with a portfolio product line.

• Strong knowledge of Rocket software Enterprise Suite products and services, solution or service offerings as well as competitor's offerings.
• Consultative solution selling and business development skills to align the client's business needs with solution.
• Strategic planning…