Senior Enterprise Account Director

Senior Enterprise Account Director

Roles/Responsibilities

Deliver the revenue target for your assigned territory

Build sufficient pipeline coverage to support your revenue target (3-4x)

Drive revenue growth by establishing new logos, as well as upselling and cross-selling to existing customers

Key Accounts

Develop and execute account plans for your key customers and prospects

Build relationships with economic buyers and senior influencers in your key accounts

Create demand and/or identify major projects within the largest accounts

Territory

Develop and lead sales campaigns, plans and strategies within your broader assigned territory

Identify and develop new opportunities across the territory.

Teaming and collaboration

Effectively leverage all available resources, in a qualified manner

Be accountable for driving success across all aspects of your territory

Provide leadership and direction to your peers (product group, engineering, marketing etc) in relation to your territory

Facilitate executive relationships within your key accounts and partners to assist in driving pipeline and revenue

Team with authorized channel partners on sales opportunities leveraging their capabilities where appropriate

Partner closely with technical resources to ensure technical excellence in all positioning, competitive analysis, proposals, and exchanges

Qualifications

Willing and able to travel regularly

Must be able to demonstrate MEDDPICC and Salesforce proficiency

Minimum requirement : preferred with experience in sales coverage and contacts in Indonesia, Thailand and Philippines

5-10 years direct touch and channel sales experience

A strong network of relevant executive and senior influencer relationships within key customers, SIs and resellers

Experience selling complex software-based solutions such as ITSM, SIEM, IT Infra, Endpoint Mgmt, Network Security or ITIL

Able to build and execute account plan for Large, complex deal management

Experience in applying solution-selling methodologies to maximize corporate revenue growth

Excellent interpersonal, communication and presentation skills