Our client is a dynamic leader in B2B SaaS engineering workflow technology, dedicated to accelerating innovation in engineering processes. Streamline engineering workflows by providing easy access to essential standards and content. This efficiency saves our customers time and reduces errors, enhancing the entire product development cycle.
Role Summary: We are seeking a Strategic Account Executive to drive growth by managing and expanding key strategic accounts. The ideal candidate is a humble, hungry, and smart individual with a proven track record in enterprise software/SaaS sales, particularly in engineering solutions. This role requires strong solution sales skills, a deep understanding of engineering workflows and PLM platforms, and the ability to build and maintain relationships with senior stakeholders.
RESPONSIBILITIES:
- Manage and Expand Accounts: Manage and expand a portfolio of key accounts, focusing on large global customers with complex purchasing processes. Develop and execute strategic account plans to achieve revenue targets.
- Foster Senior Stakeholder Relationships: Navigate large customer organizations, particularly within engineering teams, to identify and engage senior stakeholders (VP level and above). Identify and understand client needs, providing tailored solutions to address their pain points.
- Own the Sale: Arrange and conduct initial Executive and CxO discussions and positioning meetings. Lead negotiations for contract renewals, expansions, and upsells. Achieve and exceed sales quotas, contributing to the overall growth.
- Conduct Regular Business Reviews: Schedule and conduct regular business reviews with key accounts to assess performance, gather feedback, and identify new opportunities for growth. Monitor customer health metrics and usage data to identify at-risk accounts and take proactive measures to prevent churn.
- Ensure Customer Adoption: Collaborate with the CX team to create and implement detailed customer success plans that outline goals, metrics, and timelines for achieving client objectives. Oversee the onboarding process for new clients, ensuring a seamless transition and quick adoption of solutions. Arrange and conduct training sessions and workshops for clients to maximize their understanding and usage of products.
- Win New Business: Develop new clients by qualifying prospects and building a robust sales funnel. Collaborate with channel partners to execute against new leads and drive new business opportunities.
- Collaborate Cross-Functionally: Collaborate cross-functionally with sales engineering, CSM, professional services, customer support, and revenue operations teams to ensure seamless delivery of solutions and services. Cultivate customer advocates and secure testimonials and case studies to support sales and marketing efforts. Act as the voice of the customer within client, providing valuable feedback to product development and marketing teams.
- Utilize Sales Tools: Utilize tools such as MEDDICC, SFDC, LinkedIn Sales Navigator, Zoom Info, 6sense, and Sales Loft for effective account management, sales forecasting, and pipeline management.
- Travel: Occasional international travels required, and domestic travel for business as required.
QUALIFICATIONS:
- Bachelor's degree in Engineering, Business, related field, or equivalent work experience
- 5+ years in enterprise Software/SaaS sales, with a focus on engineering solutions, ideally leading PLM or Engineering software companies.
- Proven track record of managing and growing large global accounts with deal sizes exceeding $1M in annually recurring revenue. Prior/additional experience in building outbound pipeline (BDR/SDR/ Inside Sales).
- Award-winning performance, such as President’s Club or other company-specific recognitions.
- Familiarity with PLM platforms, engineering workflows, and content integration as well as proficient level understanding of adjacent industry products and services knowledge, e, g., ERP/EAM, CAD/CAM, and other engineering related software.
- Proficiency in in key sales methodologies, e.g., MEDDPICC and Command of the Message or other value-based sales methodology.
- Excellent communication and interpersonal skills, with the ability to engage senior stakeholders (VP level and above).
- Fluent in English and the local language(s) of the region.
