Business Development Specialist
Base plus commission
We are seeking an Enterprise Account Executive who will be responsible for prospecting and closing new business with large, F1000 accounts. You will identify, develop and close opportunities with both new and existing customers. This role is multifaceted and entrepreneurial focused on accelerating our go-to-market (GTM) success and continued growth. You will engage organizations with large, physical security IoT ecosystems, identify the challenges prospect’s have in managing these systems, map our solution to their needs, and navigate multi-stakeholder approval and financial justification processes to meet quarterly goals.
As part of the role you will have the opportunity to:
Develop effective and specific account plans to ensure revenue targets are achieved
Become a trusted advisor by understanding customers’ needs and requirements
Effectively teach and communicate our solution’s value tailored to the prospect’s needs
Understand a prospect’s technology footprint, challenges and strategy
Manage a comprehensive enterprise sales cycle using established enterprise sales methodologies
Develop and deliver a comprehensive business plan to address customer’s priorities and needs. Apply Strategic Value Assessments, benchmarking and Return on Investment data to support decision process
Identify growth and expansion opportunities within the existing customer base
Regularly present forecast reviews and account plans to peers and leadership
Requirements
Strong interpersonal and communication skills
Experience prospecting into large, complex, national/global accounts
Experience in evangelizing cutting-edge, category-creating, enterprise SaaS software
Strong collaboration skills as a member of a cohesive GTM team including BDRs, SEs, Channel and other stakeholders
Management of channel pipeline metrics, reports, and dashboards via Salesforce.com and other tools
5+ years of enterprise SaaS software sales experience with major accounts
5+ years of direct sales quota carrying experience meeting and exceeding sales goals
Challenger/Mobilizer, MEDDIC, CHAMP Sales methodology experience a plus