Job Description
Account ExecutiveJob Title: Enterprise Account ExecutiveReporting To : Chief Revenue OfficerMember of : Sales GroupAbout Us:Platform9 delivers simplified cloud operations and cost optimization solutions.We work with DevOps and FinOps teams to streamline cloud operations and reduce cloud spend using a SaaS management plane, software automation, and a proactive-ops approach with certified experts.The future for Platform9, for our customers, and for our team is about as bright and exciting as it gets. It’s the best time to join our highly collaborative, friendly, and rich learning environment. We have a high energy start-up culture. We value customer obsession, innovation, openness, bias towards action, and speed and we are looking to add a seasoned enterprise account executive to our tight-knit and energetic sales teamPosition Summary:The primary responsibility is to create new opportunities, and to drive and capture opportunities to generate net new revenue in his/her defined territory. To achieve that, the AE must ensure appropriate levels of activity in each stage of the sales process and appropriate levels of effectiveness in each activity of the sales process. Working closely with PreSales Engineers and other team, the AE will fully embrace a consultative selling approach, delivering value and insights to prospects. Taking ownership from lead to close, the AE will drive the sales strategy and all activities associated with each phase.The AE will be business minded and develop a sales/business plan outlining how to meet or exceed revenue target in given territory, for each fiscal year and quarter. The AE will take pride in timely and accurate reporting of the state of their business.Roles and Responsibilities:Create and capture opportunities:Create new opportunities to increase the size of the opportunity pipeline, through prospecting and lead follow through.Qualify leads and prospects to ensure the opportunity pipeline is of high quality,Engage with C-level, VP-level and Director-levelDifferentiate by engaging in high value conversations, providing insights on why prospects are not achieving the results they desire, evidence-based proof points for available remedies, risks to be mitigated, approaches for achieving desired resultsQualify and report the reasons that the prospect should change, wants to change and their commitment to changeDrive opportunities through the sales pipeline to successful closureDevelop sales strategies, account plans, and win plans for opportunities in the pipelineUnderstand and execute each phase of the sales process with excellenceIdentify and qualify the prospect’s consensus team and their influencersUnderstand the ‘food chain’ of the prospect’s consensus team membersMap our executives to the appropriate consensus team and/or influencersExhibit high quality negotiation skills, ensuring business fundamentals are achieved for price and T&CsExceed monthly, quarterly and annual quotas and KPIsProduct Knowledge/Industry Expertise:Obtain and maintain a complete knowledge of our narrative, target market, problems we solve, results we deliver, product and service we offerObtain a good understanding of prospect’s business, products and services.Keep current with the latest industry trends and news.Discipline/Admin/Pipeline Hygiene:Maintain and track all details of leads and opportunities in Hubspot and appropriate toolsUtilize Hubspot and appropriate tools to properly track and report sales progressForecast accuratelyAttend sales meetings and training programs.Prepare appropriately to achieve excellence in meetings and deliverablesConsistently punctual and professionally groomedResourceful/Team Player:Effectively leverage internal resources such as Sales Engineers, Inside Sales, Consultants, selected partners and Executives to successfully generate leads, create opportunities and capture new revenuePreferred Qualifications and Skills:Excellent verbal and written communication skills, with strong presentation skillsNetwork on C-Level and VP-levelTen years B2B enterprise sales experience, demonstrating success in net new software salesDemonstrable track record of success with $2M + quota and $250K+ deal size;Exceptional prospecting skillsIndustry experience selling virtualization and containerization platforms and/or cloud native modernization solutions and/or container management and orchestration solutions.Background selling VMWare virtualization solutions preferredStart-up sales experience or Start-Up attitude preferredSales 2.0 skill-set: use of Hubspot, LinkedIn SalesNavigator and similar tools;Must be prepared to travelMust be self-motivated, able to handle high-pressure situations and able to work in a target-oriented environmentExperience with Elite Sales Strategies (see books authored by Anthony Iannarino) is preferredBachelor degree in Engineering, Computer Science or similar is preferred.Benefits and Perks:Employees today are looking for companies that truly care and recognise their whole person. Platform9’s benefits and perks have been carefully designed to ensure that we take care of an employee's emotions and physical well being. Many of our benefits extend to families, who form a significant part of our well-being at workPlease note, benefits change by country.Competitive Compensation and EquityMedical Healthcare for you and your familyGenerous Time Off Programs & Annual year end ShutdownHybrid Work ModelProfessional Development/ Global certificationsReward and Recognition ProgramsTeam Building ActivitiesHackathonCompany Wide Programs.Our benefits have been carefully selected keeping in mind employees requirements and personal situations now and for the future.(Salary Range: $150,000 - $175,000 base + variable + equity)Powered by JazzHRPlatform9 Systems
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