Enterprise Sales Executive
Position:
- Title: Enterprise Sales Executive – Large Enterprise Sales
- Location: Spain
- Vertical: Multiple industry verticals
- Maximize high-value sales into 30–40 Enterprise Named Accounts (IBEX35) across multiple industry verticals (ie, FSI, Public Sector, Telco). Cross-selling, upselling, closing new business, and building long-term relationships.
- Position oneself as a thought leader and trusted advisor within assigned strategic accounts. Understanding their structure and hierarchies, while identifying the priorities, objectives, and motivations of multiple key stakeholders.
- Lead a complex sales cycle; orchestrating and leveraging cross-functional teams (e.g., Sales Engineering, Marketing, Product, Sales & Executive Leadership), ensuring alignment throughout the sales journey, while delivering business value and maximising customer satisfaction.
- Successfully manage a multi-month sales process, consisting of multiple stages, evaluations, and approvals. Breaking a long sales cycle down into smaller milestones and continuously tracking your progress.
- Communicate and demonstrate the value of the Riverbed Platform, highlighting the ROI, and building a business case that helps decision-makers understand the long-term benefit of the platform.
- Implement and execute an effective account management strategy. Understanding each account’s unique challenges, then tailoring a solution that aligns to their needs and goals.
- Track record of success selling high-end enterprise solutions in a SaaS subscription model.
- Multiple years’ experience negotiating high-end deals with large enterprise organisations, with proven results closing large multi-million dollar transactions.
- Selling to the C-Suite, along with key stakeholders involved in the purchasing decision.
- Leverageable experience with customer knowledge and existing relationships within large Enterprise accounts, ideally, with a knowledge of multiple industry sectors.
- Disciplined approach to Close Planning / Opportunity Management (predictably progressing business and identifying/mitigating all risk to closure).
- Experience closing large, complex deals. Successfully navigating complex buying processes involving multiple decision makers.
- Disciplined approach to Account Planning / Pipeline Development (maintaining the appropriate funnel coverage and velocity).
- Demonstrates Forecasting Accuracy and adheres to standardised Account / Opportunity management protocols/cadences.
- Expertly orchestrate and leverage internal and external players through complex sales cycles and buying process.