Senior Account Executive, Enterprise - Corporate

Higher Logic

1d•Remote

About The Position

Higher Logic is an industry leader in cloud-based engagement platforms. Our data-driven approach gives organizations an expanded suite of engagement capabilities, including online communities and marketing automation. From the initial web visit to renewal and ongoing engagement, we help you track and manage interactions along each stage of the digital customer experience. Organizations worldwide use Higher Logic to bring people all together, by giving their community a home where they can interact, share ideas, answer questions, and stay connected. Everything we do - the tools and features in our software, our services, partnerships, best practices - drives our ultimate goal of making your organization successful. The Senior Account Executive - Enterprise is responsible for selling Higher Logic products by acting as a trusted advisor, communicating the company’s expertise, and providing thought leadership to identify solutions that help our clients meet their most critical business outcomes. Working within an assigned territory and using our team as required, you work to influence client strategy and drive growth.

Requirements

A desire and curiosity to understand customer needs
Strong interpersonal and presentation skills
Excellent verbal and written communication skills
Ability to consistently follow a defined sales process in a disciplined manner
Ability to successfully negotiate and sell at the C-level and Board level
Strong organization and time management skills
Self-starter and competitive mentality
Highly coachable, and life-long learner

Responsibilities

Develop a robust understanding of Higher Logic’s products and services - be an expert in our product offerings, USPs and competitive differentiators
Meet or exceed quarterly sales targets by driving new opportunities within an assigned territory through a combination of outbound prospecting and working inbound leads.
Provide technical, value-based demonstrations based on the specific needs and business outcomes of your prospects
Accurate forecasting of monthly and quarterly bookings to Sales Manager accompanied by diligent pipeline management
Work with assigned Business Development Representative in the territory to prioritize accounts and outreach to new opportunities
Diligently follow Higher Logic’s sales process with a keen attention to detail by tracking all activities, notes, and accurate sales stages in Salesforce
Lead with a value-based and consultative sales approach to sell to key stakeholders and decision makers
Partner effectively with Sales Engineers where needed for technical conversations
Collaborate with your peers as well as the product and marketing teams in a fully remote setting
Provides customer voice of market and provides insights to sales leadership, product and marketing to help evolve GTM strategy
Plays a mentoring role across the team and partners effectively with sales enablement to help develop and improve sales training tools
Conduct all business in accordance with Higher Logic values, policies and procedures
All other duties as assigned