Senior Account Executive

MicroStrategy; Dubai; On-site; USD 80,000 - 120,000; Full time

Job summary

A leading company in Business Intelligence is seeking a Senior Account Executive to drive strategic sales in Turkey and MEA. The role focuses on new business development and requires extensive experience in software sales, engaging with senior stakeholders, and managing complex sales cycles. Candidates should be proactive, customer-centric, and fluent in Turkish and English.

Qualifications

• Experience in software sales in Turkey.
• Proven track record of exceeding sales quotas.
• Fluent in Turkish and English.

Responsibilities

• Drive complex, enterprise-wide sales cycles and present value propositions.
• Manage all aspects of the sales process including lead generation and closing.
• Prepare accurate sales forecasts and reports using CRM tools.

Skills

Sales experience

Stakeholder engagement

Business Intelligence

Data Analytics

CRM

Cloud software

Storytelling

Customer-centric skills

Education

Degree or equivalent work experience

Job description

Strategy is seeking a Senior Account Executive to drive strategic sales into enterprise accounts within his/her assigned territory - Turkey as a primary focus, along with the rest of MEA. Responsibilities include prospecting, qualifying, selling, and closing new logo business into prospects and existing accounts. This is a new business hunter and individual contributor role with quota-carrying responsibility. The focus will be approximately 70% on new business development and 30% on account development for existing customers.

Your Focus

• Drive complex, enterprise-wide sales cycles and effectively present Strategy's value proposition to 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 strategies; develop business cases, ROI, and TCO models.
• Manage all aspects of the sales process including lead generation, qualification, evaluation, closing, and account care, collaborating with Sales (Inside Sales, Sales Engineering), Marketing, and Professional Services.
• Work strategically with Inside Sales to develop a territory and target account plan to generate a healthy pipeline that exceeds booking targets.
• Manage an individual sales pipeline to ensure a balanced mix of prospects, new opportunities, and proposals.
• Balance long-term objectives with short-term results to maximize revenue.
• Meet and exceed sales goals within the assigned territory.
• Maintain thorough knowledge of Strategy's Business Intelligence software products and services, understanding their applications.
• Position Strategy's solutions through strategic, value-based selling, including business case development, ROI analysis, customer references, and analyst data.
• Coordinate industry events and user groups to generate market interest.
• Ensure all sales cycle stages are effectively executed following Strategy's sales methodology - MEDDPICC.
• Identify and manage risks, reporting them promptly and appropriately.
• Prepare accurate sales forecasts and reports using Strategy's CRM tools.
• Leverage and enhance partner relationships to drive additional value and revenue.

Required Experience and Skills

• Experience in software sales in Turkey.
• Extensive quota-carrying sales experience of software products/services into large enterprises.
• Proven track record of exceeding sales quotas.
• Experience engaging with senior stakeholders on complex IT and business opportunities with referenceable wins.
• Experience in prospecting, driving, and closing complex enterprise sales cycles.
• Knowledge in areas such as Business Intelligence, AI, Data Analytics, CRM, ERP, Cloud enterprise software.
• Familiarity with sales methodologies like MEDDPICC, Challenger, Sandler.
• Ability to manage multiple priorities, work collaboratively, and be accountable for decisions.
• Understanding of ROI and TCO principles.
• A proactive, creative self-starter capable of working independently and in team settings.
• Ability to thrive in a fast-paced, collaborative, success-driven environment.
• Strong storytelling and customer-centric skills to build rapport quickly.
• Motivated to achieve high financial rewards.
• Fluent in Turkish and English.
• Degree or equivalent work experience.

Desirable Experience and Skills

• Knowledge of competitor products in Business Intelligence, Data Preparation, ETL, Databases, Analytics, and Data Warehouses. Understanding Big Data is a plus.

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