Senior Enterprise Account Executive

USU Solutions•Boston, MA

3d•Hybrid

About The Position

Help us transform the world of service and deliver great experiences for our customers via better workflows, collaboration, and information sharing. USU is the leading provider of software and service solutions for IT & Customer Service Management. With over 750 employees at 17 locations across the globe, we look forward to working together to create a better service world. The world of Information Technology is changing daily, and new technology is reshaping how organizations manage and deliver their services to internal clients. A significant shift in the industry is the increased spend by organizations on Software and Cloud based services. USU has been a global pioneer in the Software Asset Management world for nearly two decades. Inspiring customers together for a better service world, whether full-time, part-time or home office. Join us now! Senior Enterprise Account Executive Your Mission: You are a proven enterprise hunter. You know how to create demand, open doors and win complex new-logo business in markets dominated by established competitors. In this role, you will build and convert a strategic North American pipeline for USU’s IT Asset Management (ITAM) and SaaS Management portfolio. You will engage CIO, CFO, ITAM/SAM, Procurement and Finance leaders, connect operational challenges to measurable business outcomes, and lead opportunities from first contact through contract signature. This is not an account management or farming role. Your primary mandate is to win new enterprise customers and establish USU as a strategic alternative in the North American IT management market.

Requirements

Proven enterprise hunter.
Ability to create demand, open doors and win complex new-logo business in markets dominated by established competitors.
Experience building and converting a strategic North American pipeline for IT Asset Management (ITAM) and SaaS Management portfolio.
Experience engaging CIO, CFO, ITAM/SAM, Procurement and Finance leaders.
Ability to connect operational challenges to measurable business outcomes.
Experience leading opportunities from first contact through contract signature.
Proficiency in running the complete enterprise sales cycle.
Experience leading opportunities from targeted prospecting and insight-led discovery through business case, validation, negotiation, procurement and close.
Ability to sell value at the executive level.
Ability to translate software spend transparency, license optimization, SaaS cost control, compliance and risk reduction into CFO- and CIO-relevant outcomes.
Experience navigating complex buying groups.
Ability to multi-thread across ITAM/SAM, CIO, CFO, Procurement, Finance, Security, Legal and enterprise architecture.
Ability to develop champions and gain access to the economic buyer.
Ability to influence decision criteria early, differentiate USU against established competitors and lead competitive displacement opportunities with a clear point of view.
Rigorous application of MEDDPICC.
Experience using qualification as a true deal-management discipline, including metrics, economic buyer access, decision process, paper process, pain, champion and competition.
Ability to establish a Mutual Action Plan early in the sales process and use it to maintain momentum, transparency and customer commitment.
Ability to coordinate Sales Engineering, Value Engineering, Product, Legal, Customer Success, executives and partners around a coherent win strategy.
Proficiency in keeping Salesforce complete and current.
Ability to maintain clear next steps and deliver evidence-based forecasts.
Ability to share market intelligence, lead structured win/loss learning and mentor less experienced sellers and BDRs through example.

Responsibilities

Own new-logo revenue.
Carry and exceed an ambitious enterprise new-business quota for ITAM and SaaS Management in North America.
Build pipeline, not just manage it. Create a durable, high-quality pipeline through disciplined territory planning, account intelligence, executive outreach, events, partners, and close collaboration with BDR and Marketing.
Run the complete enterprise sales cycle. Lead opportunities from targeted prospecting and insight-led discovery through business case, validation, negotiation, procurement and close.
Sell value at executive level. Translate software spend transparency, license optimization, SaaS cost control, compliance and risk reduction into CFO- and CIO-relevant outcomes.
Navigate complex buying groups. Multi-thread across ITAM/SAM, CIO, CFO, Procurement, Finance, Security, Legal and enterprise architecture; develop champions and gain access to the economic buyer.
Shape the evaluation. Influence decision criteria early, differentiate USU against established competitors and lead competitive displacement opportunities with a clear point of view.
Apply MEDDPICC rigorously. Use qualification as a true deal-management discipline, including metrics, economic buyer access, decision process, paper process, pain, champion and competition.
Create mutual accountability. Establish a Mutual Action Plan early in the sales process and use it to maintain momentum, transparency and customer commitment.
Orchestrate the deal team. Coordinate Sales Engineering, Value Engineering, Product, Legal, Customer Success, executives and partners around a coherent win strategy.
Forecast with precision. Keep Salesforce complete and current, maintain clear next steps and deliver evidence-based forecasts.
Raise the bar. Share market intelligence, lead structured win/loss learning and mentor less experienced sellers and BDRs through example.