Are you looking for a role where you can truly influence and manage your own book of business in a collaborative sales environment? We believe in entrepreneurialism and empower you to make decisions that will grow our business. We will provide you with all the resources needed to be a successful high-earning sales executive.
The Senior Account Executive is responsible for driving ARR growth across a defined portfolio of strategic enterprise accounts. This role combines new business acquisition, account expansion and executive relationship management to help customers solve complex business challenges around data protection, governance, AI readiness and operational resilience. The successful candidate will create and execute territory and account plans, lead complex sales cycles, develop executive-level relationships and work collaboratively with partners and internal stakeholders to consistently exceed revenue targets.
Key responsibilities:
- Develop and execute a territory plan to create pipeline, acquire new customers, expand strategic accounts and consistently exceed ARR and ACV targets.
- Act as a trusted advisor to C-level and senior technology leaders by providing industry insight, business value justification and strategic guidance around data protection, governance, AI readiness and digital workplace transformation.
- Using competitive analysis to educate customers on the value of our solutions
- Continuously pursuing quota goals by working directly with the customer during negotiations
- Working with a virtual account team to deploy the customer engagement lifecycle, that include; Marketing for lead generation, Business Development Representatives for lead qualification, Pre-sales Engineers for technical support, and Customer Success Managers for renewals after the initial sale
- Attending and participating in customer team meetings and communicating regularly with professional services and engineering staff to ensure customer satisfaction
- Leveraging existing industry partnerships to grow AvePoint’s presence in your region and establishing proactive relationships with influential people, both with the customer and other third parties
- Handling post-sales support issues for customers, e.g. escalation of support calls, identifying additional training needs, etc.
Act as the voice of the customer and provide market feedback to product, marketing and leadership teams.
Identify expansion opportunities across AvePoint's portfolio, including Data Security, Governance, Backup, AI and Operational Resilience solutions.
Work closely with strategic partners including Microsoft, Systems Integrators and channel partners to accelerate growth and customer success.
Deliver accurate forecasting and maintain high levels of CRM discipline and opportunity management.
Lead complex multi-stakeholder sales cycles from qualification through negotiation and closure.
Create and advance qualified pipeline through direct prospecting, partner engagement, marketing initiatives and executive networking.
Develop multi-year account plans aligned to customer business priorities and digital transformation initiatives.
Build and maintain executive relationships across assigned enterprise accounts.
What You Bring to the Team
We look for people who value agility, passion and teamwork; those who can bring fresh ideas to the table and want the opportunity to learn, grow, and expand their careers. Bring your aptitude and build upon what you do best for our customers, partners, team, and you.
As an SAE, you are tasked with bringing in new business with our largest customers. You need to be highly competitive and a strategic thinker with the ability to spot new opportunities that generate revenue. You are someone who has a strong sense of urgency and accountability to execute the full sales cycle, and you take pride in seeing your hard work and strategy development pay off when you see the final results.
Other qualities you’ll need to be a fit for this role include:
- University degree or equivalent experience
- 7+ years of enterprise software sales experience with a proven track record of exceeding quota within large and complex accounts.
Demonstrable success selling six and seven-figure software and services opportunities.
Experience building executive relationships with CIO, CTO, CISO, Digital Workplace and Data Governance leaders.
Experience selling Microsoft, SaaS, cloud or enterprise data management solutions.
Strong account planning, territory planning and forecasting skills.
Ability to influence and coordinate virtual teams across sales, pre-sales, customer success, marketing and partner organisations.
- Exposure to virtual account team selling environment
- Executive level relationship selling experience
- General familiarity with selling methodologies and processes
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