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Senior Enterprise Account Executive
Skills
Account ManagementDeal ClosureEnterprise AccountsHoneycombKey Account ManagementPost-SalesPresentations
What the job involves
The main requirements, responsibilities and hiring steps.
Requirements
- 5+ years of experience in a closing role at a SaaS Solution
- Strong focus and success in out bounding and leading the sales motion within Enterprise accounts
- A strong understanding of the software development life cycle
- Experience managing a sale that involves technical integration prior to purchase
- Experience working with customer champion to scope an achievable, valuable POC
- Proven ability to deepen the relationship with technical buyers as well as the ability to engage with Economic buyers
- Experience working within a Sales Methodology, preferably Command of the Message and MEDDPICC
- Understanding the importance and impact of team effectiveness with cross functional partners
- A true desire to see customers benefit from the investment they make
- Able to provide high degree of major account management and control
- Ability to work under minimal supervision on complex projects
- Ability to leverage established relationships and proven sales techniques for success
- Effective communicator (written/verbal), strong interpersonal skills
- Motivated, driven and results oriented
- Excellent negotiation, presentation and closing skills
- Alignment with company values
Nice to have
- Excellent communicator
- Strong interpersonal skills
- Motivated
- Excellent negotiation skills
Day to day
- Articulate the Honeycomb product value proposition and tailor our ROI message to the customer’s discovered use case
- Conduct sales activities including prospecting and developing opportunities within mid-market and large accounts
- Conduct discovery calls, presentations, and demos with a technical audience, while driving the conversation towards ROI and business pain
- Navigate from individual contributors and practitioners to technical and business decision makers in the account
- Know the customer’s business and workflows, develop proper contact network within accounts
- Develop expansion opportunities from our existing customer base to land upsells
- Provide timely and accurate forecasts, based on evidence and not hope, and clear visibility on sales and revenue performance by actively handling your pipeline of opportunities
- Track all opportunity and customer details including use case, purchase time frames, next steps, and forecasting in Salesforce
- Work strategically with management to identify trending opportunities/challenges, and provide recommended solutions
- Contribute to post-mortem analysis on wins/losses
- Provide account leadership and direction in the pre- and post-sales process
- Travel as necessary to accounts in order to develop relationships and close large opportunities
Hiring process
- Application phase
- Interview process
- Employment