Strategy is looking for an Senior Account Executive to lead strategic sales efforts across enterprise accounts in Melbourne/Australia. 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. 

Your Focus

• Drive complex, enterprise-wide 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 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 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 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 Strategy’s CRM tool

• Leverage and enhance partner relationships to drive additional value and revenue.

Requirements:

• Extensive 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 areas such as Business Intelligence, Artificial Intelligence, Data Analytics, CRM, ERP, Cloud enterprise software sales

• Experience with sales methodologies such as MEDDPICC, Challenger, Sandler

• 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 supportive team culture whilst independently managing their own business

• Ability to work in a fast paced, open, collaborative, and success-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

Additional Requirements: This position will have an online analytics assessment to be completed. We are open to considering candidates from either Sydney or Melbourne for this role.