Account Executive

MicroStrategy Italy; Milano; In loco; EUR 40.000 - 70.000; Tempo pieno

Descrizione del lavoro

A leading business intelligence firm is seeking an Account Executive in Milan to drive strategic sales into enterprise accounts. The role focuses on prospecting new business and developing existing clients, requiring a proven track record in sales and significant experience with enterprise software. Strong skills in stakeholder engagement are essential, and proficiency in Italian and English is required.

Competenze

• Demonstrable track record of consistent over-quota sales performance.
• Experience in Business Intelligence, CRM, ERP, Cloud enterprise software sales.
• Ability to communicate effectively in Italian and English.

Mansioni

• Drive complex, enterprise-wide sales cycles.
• Manage all aspects of the sales process.
• Ensure that all stages of the sales cycle are undertaken effectively.

Conoscenze

Over-quota sales performance

Stakeholder engagement

Prospecting

Closing sales

Business Intelligence knowledge

Negotiation skills

Ability to work in a team

Time management

Formazione

Degree educated or equivalent

Strumenti

CRM tools

Descrizione del lavoro

MicroStrategy is seeking an Account Executive to drive strategic sales into enterprise accounts within his / her assigned territory. Responsibilities include prospecting, qualifying, selling, and closing new logo business into prospects and installed accounts. This is a new business hunter, 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 into existing clients.

• Your Focus
• Drive complex, enterprise-wide sales cycles and effectively present MicroStrategy’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
• Position MicroStrategy’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 MicroStrategy’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 MicroStrategy’s CRM tool
• Leverage and enhance partner relationships to drive additional value and revenue
• Required Experience and Skills
• 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 Business Intelligence, CRM, ERP, Cloud enterprise software sales
• Working knowledge of Business Intelligence competitor products, Data Preparation, ETL, Database, Analytics and Enterprise Data Warehouses. Understanding of Big Data is preferred
• A creative self-starter who can work effectively within a strong team culture whilst independently managing their own business
• Experience with sales methodologies such as MEDDPICC, Challenger, Sandler
• Ability to work in a fast paced, open, collaborative, passionate and driven environment
• 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
• Positive contributor to team and company values - Motivation, Innovation, Passion, Integrity, Teamwork, Customer-Focus
• Degree educated or equivalent academic / work experience
• Italian and English language skills