Senior Account Executive

EDB; Delhi; On-site; INR 4,000,000 - 6,000,000; Full time

Job summary

EDB in Delhi invites an experienced Senior Account Executive to drive revenue for strategic enterprise accounts. You will own opportunities from discovery to closure, focusing on software subscriptions and related consulting services.

Collaborate with regional and global teams, manage forecasts, and leverage Salesforce to maintain account plans and activity reports. A graduate degree is required with postgraduate a plus.

Qualifications

• 15+ years of enterprise software sales in a complex, competitive market.
• Experience with subscription-based models and with SI/Partners.
• Experience with strategic enterprise accounts.
• Proven success in acquiring new logos and expanding customers.
• Open source software experience is a plus.
• Strong communication and analytical skills.

Responsibilities

• Achieve targets for assigned accounts: new recurring revenue, renewals, and consulting services.
• Identify, qualify, develop and close new software subscriptions opportunities.
• Optimize strategies for existing customer expansion and new logos.
• Create and sustain a high-performance sales culture.
• Collaborate with regional/global resources to maximize revenue growth.

Skills

Enterprise software sales

Strategic enterprise accounts

New logo acquisition

Forecasting & roadmap

Open source software sales

Solutions selling

Education

Graduate degree

Postgraduate degree

Tools

Salesforce

Job description

Senior Account Executive – (Strategic Enterprise Accounts)

Location: Delhi Based

Role

• Achieve plan and overall revenue targets for your assigned accounts (New Recurring Revenue, Renewal Recurring Revenue and Consulting Services)
• Identifying, qualifying, develop and close new opportunities for software subscriptions and associated consulting services.
• Ensure on-going optimization and structural alignment that capitalizes on growth opportunities within existing customer expansion and new logo acquisition based on market needs and opportunities.
• Create and sustain a sales performance culture that consistently exceeds the expectations of all stakeholders (employees, customers, shareholders).
• Interact and work effectively with all regional and global resources to maximise customer success and company revenue growth throughout the region.

Collaboration:

• Work with your leadership and management of the India sales function, setting a unified direction for the team based on global organisational guidance and ensure priorities are clear at all times
• Proactively seek out and seize opportunities to collaborate with partners across the region to ensure the voice of the customer influences our efforts and investments in product, innovation and proposition development
• Establish strong partnerships across matrixed functions to collaborate on solutions that help remove roadblocks/barriers to sales execution
• Manage account and contact information through the entire sales lifecycle process using Salesforce.com and other related selling tools: ensure that the sales team maintains detailed account profiles, account plans and prepares sales and activity reports as required.
• Properly and effectively manage your forecast and roadmap of opportunities, setting accurate quarterly and annual expectations for delivery with very little variance.

What you will bring:

• 15+ years of enterprise software sales experience in a highly complex and competitive marketplace with focus on strategic enterprise accounts.
• Experience with understanding of subscription based models & working with System Integrators & Partners.
• Prior experience of working with strategic enterprise accounts.
• Strong, tested sales experience in high growth organizations focused on landing new logo’s and maximising customer expansion.
• Experience in a disruptive market approach selling infrastructure software that displaces older technologies a plus.
• Experience selling open source software a plus.
• Solutions sales approach with a deep understanding and appreciation for the value of packaging consulting services to drive greater differentiation, value and success.
• Graduate degree a must, Post graduate degree a plus.
• Ability to foresee, interpret and rapidly respond to market changes by adjusting strategies and realigning priorities and resources accordingly.
• Demonstrated ability to work collaboratively and resolve conflict across different functional areas in a highly matrixes organisation as well as with external stakeholders.
• Advanced written and verbal communication skills.
• Strong business and analytical acumen.