Senior Account Executive
Employment Info
JOB SUMMARY
Requirements
- At least 4 years of success in account management, new business acquisition, and exceeding revenue targets, ideally within highly regulated industries, software as a service, or governance, risk, and compliance.
- Proven experience with sales methodologies such as MEDDIC, Challenger, and Command of the Message.
- Ability to build trust and influence senior leaders and stakeholders at all organizational levels.
- Passion for continuous learning and a strong understanding of internal products and external industry trends.
- Exceptional presentation, negotiation, and interpersonal skills.
- Ability to align technology solutions with business objectives to deliver measurable value.
- Self-motivation, resilience, and a results-driven approach.
Responsibilities
- Build knowledge and expertise in Diligent’s products, solutions, strategy, and business priorities.
- Prospect new and existing business within the designated vertical or territory for complex accounts with longer sales cycles.
- Use a solutions-selling approach to understand customer needs and develop solutions through the Diligent One Platform.
- Build relationships with prospects and customers, honor commitments, and connect customers with internal commercial stakeholders to foster product growth.
- Develop and execute account plans to meet revenue targets, quota, and customer business needs, collaborating with stakeholders to drive joint account wins.
- Coordinate sales stakeholders to prioritize actions for multiple assigned accounts based on customer needs, sales-generating importance, and account risks.
- Develop specialized customer business plans that generate new business and upsells, and present those plans to customers to generate new non-qualified opportunities.
- Create and lead feedback-loop processes with product management and product marketing to communicate customer pain points and feedback.
- Manage the end-to-end sales cycle from opportunity through deal close using the approved sales methodology.
- Use sales tools to prospect leads, schedule initial meetings, increase win rates, and generate bookings.
- Maintain SFDC records accurately and regularly forecast and report projected bookings and closed deals.
- Maintain a deep understanding of the external competitor landscape, customers’ business strategies, and industry direction.
Desired Qualifications
- Experience in highly regulated industries, software as a service, or governance, risk, and compliance.
Are you interested in this position?
Apply by clicking on the “Apply Now” button below!
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