Major enterprise account executive in observability

Coralogix; Berlin; In loco; EUR 90.000 - 150.000; Tempo pieno

Vantaggi offerti da questo lavoro

Competitive base

Uncapped commission

Stock options

Descrizione del lavoro

Coralogix ищет опытного специалиста по корпоративным продажам вBerlin для ведения полного цикла продаж сложного ПО и услуг в области наблюдаемости. Вы будете работать с CTO/CIO и лидерами инженерии, чтобы переводить технологические возможности в бизнес‑результаты через структурированные VALUE‑процессы.

Кандидат должен владеть MEDDIC/ MEDDPICC квалификацией, иметь опыт продаж на C‑level и эффективное управлять воронкой продаж, прогнозировать результаты и формировать планы территории.

Competenze

• 5+ лет продаж сложного ПО и услуг.
• ROI‑ориентированные бизнес‑кейсы и победа над конкурентами.
• Способность привлекать новые логотипы посредством outbound‑генерации.
• Рост корпоративных аккаунтов через upsell и cross‑sell.
• Умение продавать руководителям уровня C‑level.
• Глубокое понимание IT‑инфраструктуры и трендов.

Mansioni

• Вести полный цикл продаж сложного ПО и услуг.
• Сотрудничать с инженерами решений для Proof of Value.
• Устанавливать контакты с CIO/CTO и лидерами отрасли.
• Строить бизнес‑кейсы для C‑level и презентовать их.
• Разрабатывать territory plan и квалифицировать по MEDDIC.
• Руководить коммерческой стороной сделки: выявление потребностей, возражения, переговоры, закрытие.
• Предоставлять точные прогнозы продаж и прогнозы на кварталы.
• Быть доверенным консультантом по рынку наблюдаемости и телеметрии.

Conoscenze

Complex software sales

ROI business cases

Outbound pipeline

C-level selling

MEDDIC qualification

Sales forecasting

Enterprise growth

Negotiation

Descrizione del lavoro

Описание:

Coralogix is built for the second answer. We're a modern, full-stack observability platform powered by a telemetry data lake and an in-stream analytics architecture that decouples cost from scale. Instead of forcing customers into expensive indexing and hot storage, we analyse data in-stream and query directly from the customer's own bucket using our declarative query language.

Задачи:

• Own complex, multi-stakeholder sales cycles end-to-end, partnering with solution engineers to run Proof of Value engagements that prove our technology in customer environments
• Proactively engage CTOs, CIOs, VPs and Directors of Engineering, DevOps, SRE, and line-of-business leaders to generate and grow pipeline in your territory
• Build compelling business cases that translate technical capability into measurable business outcomes, and present them with credibility at the C-level
• Run a structured territory plan: research target accounts, develop custom value propositions, and qualify rigorously against our methodology
• Lead the commercial side of the full sales cycle: discovery, champion-building, objection handling, negotiation, and close
• Deliver accurate weekly, monthly, and quarterly forecasts to sales leadership
• Act as a trusted advisor by knowing the observability and telemetry data market cold

Требования:

• 5+ years selling complex software and services in the field, ideally with conceptual or Proof of Value-led sales motions
• Demonstrated success displacing incumbents and building compelling ROI-led business cases that win share from established vendors
• Proven ability to win new logos via outbound pipeline generation - you must be ready to own this personally.
• Track record of scaling enterprise accounts through strategic upsell and cross-sell
• Sustained performance over the last 5-7 years, with at least two consecutive years above quota or top of your peer group (we want operators who stick and win, not hoppers)
• Confident selling to and influencing C-level executives
• Deep understanding of IT infrastructure stacks and how modern IT organisations operate; fluent in industry and market trends
• Runs a repeatable, structured sales process and is fluent in MEDDIC-based qualification (or equivalent: MEDDPICC, Command of the Message)
• Strong discovery via thoughtful questioning; identifies and develops Champions; builds and presents executive-level business cases; handles objections with composure
• Hungry, humble, and smart. Driven, persistent, coachable, and intuitive Bias for action and urgency; detail-oriented and adaptable; high integrity, no exceptions
• Aligns with EMEA standards of excellence
• Будет плюсом: Experience selling observability, log analytics, monitoring, or APM solutions; Experience selling cloud-native technologies on AWS, GCP, or Azure; Experience selling data platforms, data lakes, or analytics infrastructure

Условия:

Work with the best. Join a team of high-calibre sellers and engineers, led by experienced sales leaders who know how to develop talent and win in enterprise. A real playbook. Our sales methodology is founded in MEDDIC and supported by strong sales engineering and leadership that's been there before. Fast development and progression. We move quickly to promote those who deliver. Top performers don't wait years for their next step.

• Significant earning upside.
• Competitive base, uncapped commission, and meaningful stock, so our success directly translates into yours.

A category-defining product. Genuinely differentiated technology in a market overdue for disruption.