Note: The job is a remote job and is open to candidates in USA. Reltio, an SAP Company, is a leader in data-driven applications platforms that help enterprises navigate the AI era. They are seeking a Senior Account Executive who will leverage their sales expertise to meet revenue goals by selling Reltio’s technology and services to new and existing customers, while managing all aspects of the sales process.
Responsibilities
- Meet or exceed their revenue goals by selling Reltio’s technology and services to new and existing customers
- Apply the Reltio Sales Methodology, MEDDPIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champions, and Competition
- Leverage your extensive experience, consultative selling skills, and long-standing relationships to engage with stakeholders, decision-makers, and executive sponsors
- Manage all sales activity through opportunity development, resource allocation, sales team collaboration, account strategy, planning and execution, and accurate forecasting
- Cultivate and leverage mutually beneficial relationships with strategic alliance partners
- Lead and participate in the development and presentation of a compelling value proposition
- Identify and develop strategic alignment with key third-party partners and influencers
- Cultivate and leverage mutually beneficial relationships with strategic alliance partners
- Use Salesforce to manage clients, prospects, partners, and business process
- Negotiate pricing and contractual agreements to close the sale
- Other duties and responsibilities as assigned
Skills
- Bachelor's degree
- 10+ years of full lifecycle sales experience with 5+ years of large enterprise software or technology sales and or key account management experience
- Experience creating detailed business plans and POV
- Managing and leading the entire sales process
- Develop Account Planning and Strategy with an assigned territory
- Understanding and Application of Sales methodologies such as MEDDPIC or other enterprise sales methodologies
- Previous Sales Methodology training (R.A.D.A.R./Complex-Selling, TAS, “Solution Selling,” SPIN, et al)
- CRM experience (Salesforce.com preferred), and strong customer references preferred
- Experience selling Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS) or other cloud-based platforms
- Experience selling enterprise-scale business applications, including ERP, CRM or analytics, MDM, data quality, data integration or data management technologies
- Track record of consistent over-achievement of quota (top 10-20% of the company) in past positions
- Experience managing a complex sales cycle from business champion to the CxO level
- Experience managing and closing complex sales cycles and demonstrated ownership of all account/territory management aspects
- Maintain accurate and timely prospect & customer deal pipeline and forecast data
- Experience as a leader in a team selling environment
- Excellent verbal and written communication skills
- Demonstrated consistent over-achievement in past roles while carrying $2MM+ quotas with high average deal sizes
- Strong personal productivity computer skills, including Google Applications, Salesforce, Microsoft Word, PowerPoint, and Excel
- Willingness and ability to travel domestically as needed (estimated to be 50%)
- Cloud Selling Certifications
- Industry experience in HLS, FNS, Life Sciences or B2B2C
- Experience working in an ABX Framework
Benefits
- Reltio has earned numerous awards and industry and analyst recognition for our technology, our culture, and our people.
- Reltio was founded on a distributed workforce and offers flexible work arrangements to help our people manage their personal and professional lives.
- We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status.
- We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
- Reltio is committed to working with and providing reasonable accommodation to applicants with physical and mental disabilities.
Company Overview
Company H1B Sponsorship