Senior Account Executive, Enterprise - Corporate

JOB SUMMARY

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.

ESSENTIAL DUTIES AND RESPONSIBILITES:

· 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

KNOWLEDGE AND ABILITIES REQUIRED:

· 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