Senior Account Executive

Senior Account Executive

Location: Stuttgart/Frankfurt region, Germany

Full-time

The Role:

Strategy 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, working closely with our Cloud partner STACKIT. This is a new business hunter, individual contributor role with quota carrying responsibility. Focus is on 100% new business development across the DACH region.

Your Focus:

• You will be assigned a set of prospect accounts and will work closely with our Cloud partner STACKIT to drive new logo business
• Drive complex, embedded analytics 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 prospect 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 BDR team to develop a territory and target account plan to create a healthy pipeline that will yield overachievement in booking targets
• Balance long-term objectives with short-term results to maximize 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 methodologies – MEDDPICC and Command of the Message
• 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

Required Experience and Skills:

• Proven track record of selling Cloud Enterprise software partnering with Cloud Hyperscalers  
• Experience of quota-carrying sales of SaaS business applications or software platforms 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 areas such as Business Intelligence, Artificial Intelligence, Data Analytics, 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
• Experience with sales methodologies such as MEDDPICC and Command of the Message
• 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 strong team culture whilst independently managing their own business
• Ability to work in a fast paced, open, collaborative, passionate and driven environment
• A strong storyteller with a customer-centric approach who can quickly build rapport
• Hungry for success and driven to achieve high financial rewards
• Degree educated or equivalent academic/work experience
• German language skills

Strategy is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, or age.