Account Executive

Cavallo•Grand Rapids, MI

34d•Onsite

About The Position

Cavallo is actively seeking a results-driven Account Executive to join our team, focusing on driving new revenue through strategic sales efforts. The ideal candidate is a motivated self-starter with exceptional analytical and communication skills, dedicated to building lasting relationships with clients and actively contributing to the growth of Cavallo’s market share. The Account Executive will meet sales objectives and targets, move prospects through the discovery and proof-of-concept phases, and meet established sales goals and quota per the annual plan objectives. They will establish and execute a holistic territory plan that will include strategies and tactics in the following areas: territory planning, outbound lead generation, customer and partner relationship development, and target account segmentation. You will be required to diligently track all information in our CRM system and maintain a disciplined sales process and forecast hygiene.

Requirements

5-7 years of quota-carrying field sales experience in a fast-paced and competitive market with a focus on closing net new logos
Demonstrate the ability to open new accounts and run a complex sales process
Skilled in building business champions
Excellent negotiation, presentation and closing skills
Work closely with ecosystem partners, ISV/Alliances, and reseller partners to maximize and expedite deals
Previous sales methodology training, specifically preferred in MEDDICC and Command of the Message
Strong verbal and written communication skills to effectively convey technical concepts to non-technical audiences
Effectively collaborate with cross-functional teams, including sales, engineering, marketing, finance, product, and senior leadership
Proficient in Salesforce and are able to track leads, opportunities, and manage sales pipeline

Nice To Haves

A strong technology background with knowledge of ERP and distribution focused enterprises
Experience in the Microsoft ecosystem, VARs, and resellers

Responsibilities

Prospect and develop a pipeline that is 3-5x assigned quota
Maintain a high level of daily/weekly activity including customer calls, partners calls, discovery, and pipeline generations
Learn the Cavallo product portfolio and value drivers in order to hone your authentic message
Collaborating closely with our technical sales engineers to present and demonstrate value to prospective new clients
Qualify, drive, negotiate, and close business over the phone, via virtual meeting, and in-person
Establish access and maintain relationships with key decision makers (typically at the C-Level) to drive all pertinent items related to sales strategy and goal execution
Maintaining records of all interactions, sales activities, and tasks in Salesforce
Providing activity and sales results reports to Sales Leadership
Collaborate with cross-functional teams (SDR, Channel, Marketing, Sales Engineering, Rev Ops, Product & Development, etc.) to create visibility with targets and drive engagement of target prospects at both the individual contributor level and executive level.