Perforce Software · 1 day ago

Enterprise Account Executive

Maryland, United States

Full-time

Remote

Senior Level

7+ years exp

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Software Development

Work & Life Balance

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Responsibilities

Actively prospect to develop opportunities in large/strategic Civilian, DoD and FSI accounts

Attainment of quota, quarterly, and annually

Develop an active and vibrant pipeline, equal to 3x quota

Maintain current, accurate, and active SFDC hygiene

Provide timely and accurate forecasts and reports to sales leadership

Ensure the successful rollout and adoption of the Puppet platform through strong account management activities and coordination with pre-and-post sales engineering and support resources

Travel in order to develop account relationships and close large opportunities

Develop account-based selling methodologies like CoM/Meddpicc and building closing plans that can be coordinate with both your local management as well as the executive team

Build and strengthen the business relationship with current accounts and new prospects by leveraging renewal revenue stream and converting to ELA's for long term business opportunities

Qualification

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CRM softwareEnterprise software solutionsFederal sales experienceAccount-Based SellingMEDDPICCDevOps understandingHybrid InfrastructureCI/CD AutomationTechnical acumenCustomer champion

Required

Proficiency in CRM software (e.g., Salesforce)

7 to 10 years of experience solution selling enterprise software solutions, including 10 years selling to Civilan, DoD and FSI’s

Selling software to Federal accounts with a strong technical acumen as well as the ability to have a presence with Decision Making Level executives

Building and executing on a territory plan (Account-Based Selling, Command the Message, MEDDPICC or other sales methodology to ensure you can develop a long-term selling strategy within these large accounts as well as create short term tactical opportunities.)

Understanding of the DevOps space with strong focus on Hybrid Infrastructure and CI/CD Automation and/or Compliance

Driving demand for newer products as well as professional services

Calling on both infrastructure and application development teams

You have experience leveraging FSIs, VARs and Alliance partners to deliver solutions with a proven track record of success with these partners

The customer’s champion. We serve our customers by managing their expectations and delivering what we promise

An entrepreneurial-minded spirit—you enjoy the challenge of expanding new territory and have a knack for building land-and-expand strategy

You’re passionate about sales and technology

A team player—you understand enterprise sales is a challenge best tackled as a team effort. You effectively partner with your sales engineering counterparts, utilizing their technical expertise

A skilled negotiator with a knack for identifying the right solutions that best address customers’ needs and articulating the value

Gutsy and self-directed. You are skilled at autonomously driving projects in a startup environment. You roll up your sleeves and drive execution and results