Senior Account Executive

PROGRESSION SEARCH PTE. LTD.; Singapore; On-site; SGD 70,000 - 100,000; Full time

Job summary

A leading technology firm in Singapore is seeking an experienced Account Executive to drive strategic sales efforts in the Indonesian market. This individual contributor role involves managing the entire sales process, from prospecting to closing deals, and engaging with C-level stakeholders. Ideal candidates will have a strong background in software sales, a track record of achieving sales quotas, and the ability to work independently within a collaborative culture.

Qualifications

• Extensive experience of quota-carrying sales of software products and services.
• Track record of consistent over-quota sales performance.
• Experience in Business Intelligence, Artificial Intelligence, Data Analytics, CRM, ERP sales.

Responsibilities

• Drive complex sales cycles and present value propositions.
• Prospect and close new business to create satisfied customers.
• Manage all aspects of the sales process collaborating with cross-functional teams.

Skills

Quota-carrying sales

Stakeholder engagement

Prospecting

Closing deals

Business Intelligence knowledge

CRM experience

Sales methodologies (MEDDPICC)

Creative self-starter

Customer-centric storytelling

Education

Degree or equivalent experience

Tools

CRM tools

Job description

Strategy is looking for an Account Executive to lead strategic sales efforts across enterprise accounts in theIndonesian market. 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.

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 maximize 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.

Requirements

• 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

• Degree educated or equivalent academic/work experience