Account Executive

XYZ Reality

10d

About The Position

As Account Executive – Mission Critical, you will be directly responsible for generating new revenue by solving customer challenges through the XYZ Reality Solution. Coming from the Construction or Mission Critical (data centre, pharma, healthcare, nuclear) industry, you'll use your in-depth enterprise sales experience and knowledge to connect with prospects and accounts, identify and uncover their needs, and develop robust sales strategies that demonstrates value and ROI. Your goal is to gain a clear understanding of the customer's challenges and help our customers achieve their goals using the XYZ Reality platform. You'll identify key contacts, stakeholders and develop champions, while building long-term partnerships within your accounts. In this role you will have annual and quarterly targets and be part of the revenue team, while reporting to the CRO.

Requirements

Several years in managing and delivering technical complex enterprise sales, carrying a quota and managing multiple accounts and opportunities
Deep experience and knowledge working 6+ figure deals and handling complex deal negotiations
Excellent communication skills for technical and non-technical audiences
Believe in solution selling and value selling mindset, including strong sales process, account planning and leveraging internal resources to deliver the best solution to the customer
Strong consultative sales approach, CRM proficiency, and willingness to travel domestically and internationally when required

Nice To Haves

Experience selling into Mission Critical (data centre, pharma, semiconductor, nuclear, oil and gas) focused businesses within Construction
Optimistic, open to feedback and coaching, enjoys building relationships while on the road
Experience with selling into the construction industry, cloud / SaaS sales
Familiarity with sales processes and selling methodologies
Tools: Salesforce, MS Teams, Sales Navigator, Apollo, Gong, etc
Happy and willing to travel regularly for product demos and meetings

Responsibilities

Develop, long-term and influential business relationships within assigned accounts, communicating at all levels (internally and externally) including C-level to understand their goals and desired business outcomes
Identify important contacts within assigned accounts, including decision-makers, champions, and influencers
Be a trusted advisor to your accounts, identifying and communicating business values that link the XYZ solution to your customers biggest pains and issues
Manage accounts through entire sales process; from business development, prospecting, and specifications through contract negotiations, signing, and post-sales support
Work with the extended revenue team (marketing, revenue operations, sdr) to develop and implement account plans and sales strategies that create engagement & trust with accounts
Establish action plans for addressing account challenges and review and share action items to further address issues
Plan, forecast and implement revenue sales strategies that build pipeline and achieve targets
Use salesforce.com to update and maintain all account activity and opportunities with an emphasis on next steps