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Profisee · 1 month ago

Account Executive (Remote)

United States

Full-time

Remote

Mid Level

Profisee is a company focused on data management solutions, and they are seeking an Account Executive to join their Sales team. The role involves identifying business challenges, conducting impact analysis, and developing a pipeline for data management solutions that align with clients' business initiatives.

Big DataData IntegrationData ManagementEnterprise SoftwareIT ManagementSaaSSoftware

Growth Opportunities

Responsibilities

Gain key foundational knowledge in processes, team structure, market knowledge, positioning and qualifying, competitive understanding, and shadowing colleagues

Gain proficiency in engaging prospects and developing your plan to participate in strategy calls, deep-dive discovery calls

Be supported in learning the territory segmentation, and target account planning

Engaging with partners and opportunities while building your pipeline

Owning a region and be 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

Set up a weekly cadence with BDR and the Profisee extended team (BDR team and Partner Account Managers) and a biweekly cadence with key partners to coordinate and drive high-yield opportunities

Dedicate at least four hours a week to prospecting to maintain the goals and metrics

Maintain goals and metrics

Maintain accountability for forecast and forecast accuracy within 15%

Maintain discipline in a timely and accurate documentation of your pipeline (through Salesforce and Clari) on a daily basis

Deliver revenue every quarter by understanding timing and velocity

Ensure all active opportunities are progressing through sales stages every month

Apply principles of MEDDPICC

Continue to develop personal mastery of data management knowledge to ensure that you can articulate to prospects and your extended internal and external selling teams the unique business value Profisee can offer

Cultivating 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

Understanding the compelling business problems to solve, the linkage with our solution, and assist your prospect in articulating this value to their key leadership and decision-making/ approval

Leveraging the Profisee leadership team to gain access to executive leadership both within and beyond

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

Leverage prospect asks to gain insights and broader/higher access in order to be in control of the sales cycle

Act as “the quarterback” for every opportunity and lead your extended team by defining the winning themes, competitive strategy, opportunities to gain insight or access, etc

Ensure dry-runs and team collaboration for message consistency and flawless to enhance control of the internal and customer-facing agendas

Flawlessly control your deals, ensure CRM accuracy, and drive communication among all team members and stakeholders

Qualification

Sales StrategyData Management KnowledgeValue SellingBusiness Applications SalesCRM ProficiencyExecutive PresenceFast Paced Environment AdaptabilityCommunication Skills

Required

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

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 4-9 months

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

You should understand the fundamentals 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 with the desire to understand the core solution capabilities, use cases, and competitive advantage

You thrive in a fast-paced environment where you work with a sense of urgency. These kinds of environments energize you and you know how to use your time. You make things happen!