Senior Account Executive

EDB; Delhi; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

EDB is seeking a Senior Account Executive for Strategic Enterprise Accounts in India. The role focuses on achieving revenue targets across new and renewal recurring revenues and consulting services, while expanding logos and optimizing existing client opportunities.

You will collaborate with partners and global teams to drive customer success and revenue growth. The ideal candidate has extensive experience in enterprise software sales within complex markets and a proven track record of closing

Qualifications

• 15+ years of enterprise software sales experience in a highly complex and competitive marketplace with focus on strategic enterprise accounts.

Responsibilities

• Achieve plan and overall revenue targets for assigned accounts (New Recurring Revenue, Renewal Recurring Revenue and Consulting Services).
• Identify, qualify, develop and close new opportunities for software subscriptions and associated consulting services.
• Ensure ongoing optimization and alignment that capitalizes on growth opportunities within existing customer expansion and new logo acquisition.
• Create and sustain a sales performance culture that exceeds stakeholders' expectations.
• Interact with regional and global resources to maximize customer success and company revenue growth.
• Work with leadership to set a unified direction for the India sales team and ensure priorities are clear.
• Collaborate with partners to ensure voice of the customer influences product and services investments.
• Establish partnerships across matrixed functions to remove barriers to sales execution.
• Manage account and contact information through the sales lifecycle using Salesforce and related tools.
• Forecast and roadmap opportunities with accurate quarterly and annual expectations.

Skills

Enterprise software sales

Strategic account management

Forecasting & reporting

Communication skills

Tools

Salesforce

Job description

Senior Account Executive – (Strategic Enterprise Accounts)

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.
• 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.
• 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.