MicroStrategy
enterprise analytics and AI software
SeniorAccountExecutive
“Senior Account Executive at MicroStrategy. Skills: quota-carrying sales, new business development, enterprise sales cycles, stakeholder engagement, pipeline generation, MEDDIC, Command of the Message. Drive strategic sales into enterprise accounts within his/her assigned territory. Prospecting, qualifying, selling, and closing new logo business into prospects and installed accounts”
What You'll Achieve.
drive strategic sales into enterprise accounts; closing new logo business; creating satisfied and referenceable customers; yield overachievement in booking targets; maximise overall revenue generation; Meet and exceed direct sales goals within assigned territory; achieve the required results
Industry & Context.
Research the customer environment to create effective business impact models, account plans and win and create business cases, ROI and TCO models; Identify and manage risk in his/her business activities
What They're Looking For.
Must Have
7+ years' experience of quota-carrying sales of software products and services into large enterprises, Demonstrable track record of consistent over-quota sales performance, Hunter mentality, Pipeline Generation (PG) approach, Experience with MEDDIC and Command of the Message, Hungry for success and driven to achieve high financial rewards, Proven track record of senior level stakeholder engagement on complex IT and Business-led opportunities with referenceable client wins, Extensive experience in prospecting, driving, and closing complex enterprise sales cycles, Ability to manage multiple priorities effectively, network internally to get things done and be accountable for their ensuring all stages of sales cycle are running opening progressing; closing prioritizing tasks, Demonstrable knowledge of key Return on Investment and Total Cost of Ownership principles, A creative self-starter who can work effectively within a supportive team culture whilst independently managing their own business, Ability to work in a fast paced, open, collaborative, and success-driven environment, A storyteller with a customer-centric approach who can quickly build rapport, Degree educated or equivalent academic/work experience
Nice to Have
Working knowledge of Business Intelligence competitor products, Data Preparation, ETL, Databases, Analytics and Enterprise Data Warehouses, Understanding of Big Data is preferred
What You'll Do.
Drive strategic sales into enterprise accounts within his/her assigned territory
and closing new logo business into prospects and installed accounts
enterprise-wide sales cycles and effectively present Strategy’s value proposition to both C-level business and IT stakeholders through strategic value-led engagements
develop and close new business while creating satisfied and referenceable customers
Research the customer environment to create effective business impact models
account plans and win and create business cases
Manage all aspects of the sales process including lead generation
close and account care
collaborating cross-functionally with Sales (Inside Sales
Marketing and Professional Services
Work strategically with Inside Sales to develop a territory and target account plan to create a healthy pipeline that will yield overachievement in booking targets
Manage an individual sales pipeline to ensure an appropriate mix of prospects
new business opportunities and firm proposals
Balance long-term objectives with short term results to maximise overall revenue generation
Meet and exceed direct sales goals within assigned territory
Acquire and maintain a thorough working knowledge of Strategy’s Business Intelligence software products and services and a deep understanding of their applications
Position Strategy’s solutions through strategic value-based selling
business case definition
return on investment analysis
customer references and analyst data
Coordinate and manage industry events and user groups to generate market interest
Ensure that all stages of the sales cycle are undertaken effectively to achieve the required results whilst adhering to Strategy’s chosen sales methodology - MEDDPICC
Identify and manage risk in his/her business activities and take responsibility for reporting risks in a timely
and appropriate manner
Prepare accurate sales forecasts and sales cycle reporting using Strategy’s CRM tool
Leverage and enhance partner relationships to drive additional value and revenue
How You'll Work.
Team & Collaboration
collaborating cross-functionally with Sales (Inside Sales, Sales Engineering), Marketing and Professional Services; Work strategically with Inside Sales to develop a territory and target account plan; network internally to get things done; work effectively within a supportive team culture; open, collaborative, and success-driven environment
Communication Scope
effectively present Strategy’s value proposition to both C-level business and IT stakeholders; A storyteller with a customer-centric approach who can quickly build rapport
Process & Methodology
Manage all aspects of the sales process, Manage an individual sales pipeline, Ability to manage multiple priorities effectively, ensuring all stages of sales cycle are running opening progressing; closing prioritizing tasks
Applying for this Senior Account Executive role?
Most applicants get filtered before a human reads their resume. See if yours makes the cut.
How to Apply on SmartRecruiters
- SmartRecruiters often includes a video screening step — check camera and mic permissions.
- Link your GitHub or portfolio directly in the profile section for technical roles.
- Applications may be reviewed by AI scoring before reaching a recruiter — use keywords from the job description.
ANONYMOUS · UNFILTERED
What do employees actually say about MicroStrategy?
Real rants from real employees. Read before you apply.