Senior Account Executive

Micro strategy; Dubai; On-site; AED 150,000 - 250,000; Full time

Job summary

A leading company in Business Intelligence is seeking a Senior Account Executive to drive strategic sales in Turkey and the MEA region. This role focuses on new business development with a strong emphasis on building relationships with C-level stakeholders. The ideal candidate will have extensive experience in software sales and a proven track record of exceeding sales targets.

Qualifications

• Experience of software sales in Turkey.
• Extensive experience of quota-carrying sales into large enterprises.
• Proven track record of senior level stakeholder engagement.

Responsibilities

• Drive complex, enterprise-wide sales cycles.
• Prospect, develop and close new business.
• Manage all aspects of the sales process.

Skills

Software sales

Stakeholder engagement

Prospecting

Sales methodologies

Customer-centric approach

Business Intelligence

Data Analytics

CRM

ERP

Cloud software sales

Education

Degree educated or equivalent academic/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 together with the rest of MEA. 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. Whilst the focus is on new business development, there will be a split of approximately 70% new logo business together with 30% account development for existing customers.

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 maximise 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

Desired Candidate Profile

Qualifications

Required Experience and Skills

Experience of software sales in Turkey

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

Turkish and English language skills

Degree educated or equivalent academic/work experience

Desirable Experience and Skills

Working knowledge of Business Intelligence competitor products, Data Preparation, ETL, Databases, Analytics and Enterprise Data Warehouses. Understanding of Big Data is preferred

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