As an Enterprise Account Executive, you will craft and execute a detailed annual sales plan, focusing on strategic territory management and achieving sales objectives.
You will work closely with your regional sales leader to provide regular updates on progress, and refine strategies as needed.
Your role involves defining marketing needs, creating and maintaining sales materials, and ensuring timely follow-up with prospects.
You will drive lead generation, manage proposal development, and oversee the sales cycle from qualification to deal closure, while maintaining precise CRM records and collaborating with internal teams to ensure alignment with customer needs.
Key Responsibilities:
Develop Sales Plan: Create and manage an annual sales territory plan that outlines strategic focus areas and activities, updated prior to each calendar year and reviewed quarterly.
Progress Reporting: Meet with your regional sales leader weekly and at the end of each month and quarter to review progress against sales objectives, update on activities, and refine strategies.
Marketing Coordination: Define and communicate marketing needs to support sales strategies and ensure alignment with the marketing team.
Lead and Proposal Management: Identify and engage new leads through multiple channels, qualify them effectively, and work closely with the quoting and contracts team to create proposals and manage contract negotiations, ensuring timely and accurate delivery.
CRM Management: Maintain accurate and up-to-date records in the CRM system, including detailed notes from prospect meetings and follow-up actions.
Ensure data integrity of deal values, close dates, and qualification metrics for forecasting and reporting.
Internal Collaboration: Work with pre-sales engineers, bid management, professional services and other internal teams to align proposals with customer requirements.
Prospect Engagement: Achieve a target of 4 new meetings per week and maintain a 5:1 pipeline ratio (deal value:quota), with a 1:1 ratio of quality pipeline (40% deal stage and above), ensuring high-priority focus on potential deals and effective management of the sales process.
About You:
Education and Qualifications:
Bachelor's degree in Business, Marketing, Communications, or a related field.
Successful applicants will be required to pass a police security clearance
Experience and Skills:
5+ years of sales experience with a successful track record in business development, major account management, and SaaS solutions.
Proficiency in CRM systems and sales engagement tools.
Strong presentation skills and technical aptitude for demonstrating software solutions.
Excellent communication, negotiation, and strategic planning abilities.