Senior Account Executive

Responsibilities

• Meet or exceed revenue goals by selling Reltio’s technology and services to new and existing customers.
• Apply the Reltio Sales Methodology, MEDDPIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champions, and Competition).
• Leverage extensive experience, consultative selling skills, and long-standing relationships to engage with stakeholders, decision-makers, and executive sponsors.
• Manage all sales activity through opportunity development, resource allocation, sales team collaboration, account strategy, planning and execution, and accurate forecasting.
• Cultivate and leverage mutually beneficial relationships with strategic alliance partners.
• Lead and participate in the development and presentation of a compelling value proposition.
• Identify and develop strategic alignment with key third-party partners and influencers.
• Use Salesforce to manage clients, prospects, partners, and business processes.
• Negotiate pricing and contractual agreements to close the sale.
• Maintain accurate and timely prospect & customer deal pipeline and forecast data.

Requirements

• Bachelor’s degree.
• 10+ years of full lifecycle sales experience with 5+ years of large enterprise software or technology sales and/or key account management experience.
• Experience creating detailed business plans and POVs.
• Experience managing and leading the entire sales process.
• Develop Account Planning and Strategy with an assigned territory.
• Understanding and application of sales methodologies such as MEDDPIC or other enterprise sales methodologies.
• Previous Sales Methodology training (R.A.D.A.R./Complex-Selling, TAS, “Solution Selling,” SPIN, et al).
• CRM experience (Salesforce.com preferred).
• Experience selling Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS) or other cloud-based platforms.
• Experience selling enterprise-scale business applications, including ERP, CRM or analytics, MDM, data quality, data integration or data management technologies.
• Track record of consistent over-achievement of quota (top 10-20% of the company) in past positions.
• Experience managing a complex sales cycle from business champion to the CxO level.
• Experience managing and closing complex sales cycles and demonstrated ownership of all account/territory management aspects.
• Experience as a leader in a team selling environment.
• Excellent verbal and written communication skills.
• Spanish speaker.
• Demonstrated consistent over-achievement in past roles while carrying $2MM+ quotas with high average deal sizes.
• Strong personal productivity computer skills, including Google Applications, Salesforce, Microsoft Word, PowerPoint, and Excel.
• Willingness and ability to travel domestically as needed (estimated to be 50%).

Nice-to-Haves

• Cloud Selling Certifications.
• Industry experience in HLS, FNS, Life Sciences or B2B2C.
• Experience working in an ABX Framework.