Senior Account Executive - Corporate

Relativity•Illinois, IL

1d•$179,000 - $269,000•Hybrid

About The Position

The Senior Account Executive is focused on expanding the use of company solutions with large enterprise customers by serving as a trusted advisor with a relentless focus on delivering value. You will be responsible for helping our customers solve key challenges by effectively leveraging our full suite of solutions. Reporting to the Manager of Corporate Sales, this position maintains an industry-focused strategic sales approach with distinct sales responsibilities.

Requirements

Five or more years of quota-carrying experience in account management for an enterprise software company.
Two or more years of experience selling SaaS, cloud and/or integration products.
Experience with complex solution selling, large transactions and lengthy sales campaigns.
High degree of comfort with public speaking and giving presentations to various stakeholder levels.
Experience selling to technical buyers and buying committees (business and IT).
Ability negotiating large, complex contracts.
Experience leveraging data and industry insights to educate/inform decision making.
Ability to orchestrate the closure of large, complex contracts with a deep understanding of customer needs and expectations.
Ability to leverage several internal partners and leadership to position solutions against direct and in-direct competitors.
Account Management
Business
Business Development
Customer Relationships
Lead Generation
New Business Development
Relationship Management
Sales
Sales Management
Solutions Selling

Responsibilities

Build and deepen executive relationships with a strategic customer base to help influence their long-term technology and business decisions
Add value and be viewed as a trusted advisor by bringing compelling insights and ideas with follow through execution.
Lead and manage entire sales-cycles with experience in negotiating terms and understanding associated legal and business risks (includes presenting multi-year agreements to C-level executives).
Build relationships with multiple stakeholders (vertically and horizontally) across the customer’s organization.
Lead detailed account strategy in generating and developing business growth opportunities, working cross functionally with multiple lines of business including Relativity Trace, TextIQ, Patents and Channel Partners – to maximize business impact and create opportunities with large enterprise customers.
Coordinate global sales opportunities with sales reps around the world.
Strategically lead with solutions, not products when making recommendations aligned to customer objectives.
Collaborate cross-functionally for optimal customer success.
Disciplined in territory and account planning, forecasting and quota attainment.
Work closely with cross-functional teams for optimal customer success and value.