The Account Executive (Remote) is a key Sales team member and works with the Profisee Business Development, Pre-Sales team and Partner Management team to identify business challenges, conduct business impact analysis and monetize the value of deploying a Data Management solution across multiple verticals that aligns with prospects’ critical business, strategic and AI initiatives.
Your Performance Objectives – What You Will Accomplish
Within 3 months you will...
- Gain key foundational knowledge in Profisee Master Data Management solutions, customer use cases and fit with AI, team structure, market knowledge, positioning and qualifying, competitive understanding, shadowing colleagues, sales process and pipeline and forecast management.
- Gain proficiency in engaging prospects and developing your plan to participate in strategy calls, deep-dive discovery calls.
- Learning the territory segmentation, and target account planning.
- Engaging with partners and opportunities while building your pipeline.
After 3 months you will have built on this by developing and maintaining rolling pipelines (of each quarter) by operationally:
- Owning a region and being responsible for target accounts and partner relationships .
- Owning overall pipeline development, and strategically planning out activities by leveraging your own relationships, the BDR team, Profisee Marketing, Profisee Partners, and Microsoft leads for coselling.
- Running productive weekly cadence calls with BDR and the Profisee extended team (BDR team and Partner Account Managers) and biweekly cadence with key partners to coordinate and drive high-yield opportunities.
- Dedicating at least four hours a week to prospecting to maintain the goals and metrics.
- Maintaining goals and metrics
- Maintaining accountability for forecast and forecast accuracy within 15%.
- Maintaining sales operations discipline in timely and accurate documentation of your pipeline (through Salesforce and Clari) on a daily basis.
- Delivering revenue every quarter by understanding timing and velocity, Economic Buyers and managing the evaluation cycle.
- Ensuring all active opportunities are progressing through sales stages every month.
Strategically:
- Apply principles of MEDDPICC
- Continue to develop personal mastery of data management and AI knowledge to ensure that you can articulate to prospects and your extended internal and external selling teams the unique business value Profisee can offer.
- Cultivate deep relationships within Microsoft business applications and Data & AI teams, ensuring that our joint value proposition is understood, and teams are enabled to leverage Profisee.
- Create value for customers during the sales cycle to earn the right to a “give to get” relationship during the sales and consistently broaden touchpoints within accounts during the sales cycle.
You will be successful by...
- Understanding the compelling business problems to solve, the linkage with our solution, and assist your prospect in articulating this value to their key leadership for decision-making/ approval and being able to communicate the Why do something, Why Now, and Why Profisee proposition to prospect leadership.
- Leveraging the Profisee leadership team to gain access to prospect executive leadership.
- Strategically prioritizing your activities and the investment of your time and your extended team’s time to create leverage points that yield a productive pipeline and deal progression.
- Leveraging prospect asks to gain insights and broader/higher access in order to be in control of the sales cycle.
- Acting as “the quarterback” for every opportunity and leading your extended team by defining the win themes, competitive strategy, opportunities to gain insight or access, etc.
- Ensuring dry-runs and team collaboration for message consistency and predictable, consistent high execution to enhance control of the internal and customer-facing agendas.
- Rigorously controlling your deals, ensuring CRM accuracy and completeness, forecast accuracy , and driving communication among all team members and stakeholders.
Competencies – What We Are Looking For
Achiever Pattern: Consistently exceeds quota by taking responsibility, owning the details, and having a sense of urgency to go above and beyond in delivering personal and company objectives.
Experience and Track Record Selling Business-oriented Applications/Tools: Bring solid experience selling business-oriented applications/tools or analytics platforms versus selling infrastructure or services. Your deals should average around $200K (annual subscription) with a sales cycle average of 5 months or longer.
Value Selling and Executive Presence: You should have experience in understanding and articulating real-world business value across multiple verticals (increased revenues and/or reduced costs) versus feature/function selling and present to stakeholders in an articulate, polished, well-communicated format, verbally and in writing.
Desire for Expertise: You should understand the basics of modern IT architecture (ability to whiteboard out typical systems and data concepts). You should have a proactive interest in becoming a subject matter expert in the master data management marketplace and the fit with AI, with the desire to understand the core solution capabilities, use cases, and competitive advantage.
Fast Paced Environments: You thrive in a fast-paced environment where you work with a sense of urgency and hold yourself and others accountable. These kinds of environments energize you and you know how to use your time. You make things happen!