Senior Account Executive

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

• 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
• 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 MicroStrategy’s Business Intelligence software products and services and a deep understanding of their applications
• Position MicroStrategy’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 MicroStrategy’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 MicroStrategy’s CRM tool
• Leverage and enhance partner relationships to drive additional value and revenue

Qualifications

Required Experience and Skills

Desirable Experience and Skills

Additional Information