Job Description
MicroStrategy is seeking an 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, 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 into existing clients.
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
- Minimum 5 yrs of experience of quota-carrying sales of software products and services into large enterprises
- Demonstrable track record of consistent over-quota sales performance
- 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 Business Intelligence, CRM, ERP, Cloud enterprise software sales
- Working knowledge of Business Intelligence competitor products, Data Preparation, ETL, Database, Analytics and Enterprise Data Warehouses. Understanding of Big Data is preferred
- A creative self-starter who can work effectively within a strong team culture whilst independently managing their own business
- Experience with sales methodologies such as MEDDPICC, Challenger, Sandler
- Ability to work in a fast paced, open, collaborative, passionate and driven environment
- 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
- Positive contributor to team and company values - Motivation, Innovation, Passion, Integrity, Teamwork, Customer-Focus
- Degree educated or equivalent academic/work experience
- Fluent German and English language skills required
