Enterprise Account Executive, CF-193900 *** Completed ***

Overview

Our client is a 40 person start-up with more than 40 enterprise clients situated in 60 countries and 6 continents.  They currently have offices in Vancouver, the UK, and Singapore.  They design, develop and sell a cloud-based, multi-tenant, Web application allowing entire teams to save time by working together. Their solution tackles one of the biggest challenges in large organizations today: incorporating context and collaboration directly into the communication experience.

Their solution has teams working out of the same inbox so they can chat and tag each other right on the message. You know whether a co-worker is dealing with an email before they even open it.  They connect external communications directly to the systems of record enabling the intelligent routing of messages and the ability to enrich them with context way beyond what simple email clients allow.

In large enterprises email often serves as a rudimentary system of record and it’s often the first place users look for a key document or event.  Our client’s solution allows users to perform sub-second searches of their team’s entire email history.

Due to continued growth they are in need of an Enterprise Account Executive to help them reach their aggressive growth targets.  The Enterprise Account Executive will focus primarily on the acquisition of new clients, as well as ongoing customer service delivery and other customer touch points. The Enterprise Account Executive role is critical as it drives revenue and enables the organization to reach its ambitious sales targets, while also playing a key role in keeping existing customers happy.

Responsibilities

·         Establish relationships and secure contracts with new customers that achieve assigned sales quotas and targets as per the sales compensation plan.

·         Drive the entire sales cycle from initial customer engagement to close (in some cases through delivery and cash receipt).

·         Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking within the region.

·         Qualify prospects against company criteria for ideal customers and opportunities using the company’s sales methodology.

·         Consult with prospects about business challenges and requirements, as well as the range of options and costs/benefits of each; establish key win factors and risks to close the deal.

·         Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects.

·         Present to senior managers and decision makers.

·         Draft and deliver proposals, working in collaboration with Sales Engineering.

·         Work with the Client Services team, Account Management, and Product specialists where required to address customer requirements, support, and issues and proactively address problems.

·         Develop and maintain territory plans which outline how sales targets will be met on an ongoing basis.

·         Develop and maintain key account plans that identify opportunities for company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales.

·         Report on sales activity and participate in a quarterly revenue team meeting to detail strategy, goals and targets in reaching company OKR’s.

·         Document detailed notes on prospect and customer interactions within the CRM.

·         Provide forecasts on best case and most likely sales volumes over relevant time periods

·         Cultivate strong relationships with third party and partner companies that may be required to deliver full solutions to customers.

·         Work with Marketing to plan and execute lead generation campaigns, and to develop and improve sales tools.

·         Provide feedback to sales management on ways to decrease the sales cycle, enhance sales, and improve company brand and reputation.

·         Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings.

·         Be a positive representative of the company and its brand in the marketplace.

·         Conduct all sales activities with the highest degree of professionalism and integrity.

Requirements

·         Minimum 5+ years’ experience and success in a similar enterprise sales role.

·         Self-starter with a desire to work in an entrepreneurial environment.

·         Self-disciplined and able to work with a remote team.

·         Excellent communication skills, both verbal and written.

·         Extremely organized with the ability to manage multiple priorities.

·         Competitive nature with a goal-oriented personality and can balance this with a collaborative and team-focused approach to your work.

·         Excellent attention to detail and time management skills.

·         Customer obsessed.

Other

·         A diverse, fun and bright team of people working to build the next generation of enterprise productivity tools.

·         Believe that teams struggle and win together, not as individuals.

·         Continue to learn, sometimes by books or conferences, but mostly by experience.

·         Competitive base salary, variable compensation and Extended Healthcare.

·         Travel as required (25 to 50%).

·         This position is based in Vancouver, BC.

Contact

Colin Farrell at colin@corporate.bc.ca or 604-639-9563 and reference CF-193900.