Strategic Account Executive

Strategic Account Executive

Requirements

• 12+ years field sales experience, preferably in software sales / SaaS sales
• 6+ years of experience expanded into new areas of existing accounts
• Strategic Account Management experience with Fortune 500 companies
• Experience selling to C-level executives
• Sold in a multi-product selling environment before
• Travel expectations around 30%

Responsibilities

• Value Selling- focus on highlighting the unique PD value and benefit our products and services can provide to a customer. It goes beyond just features and price, emphasizing the impact and solutions that address the customer’s specific needs or challenges
• Possess a deep understanding the problems and focus areas of your stakeholders and effectively communicating the technical wins and strategic business outcomes we can align to and drive with a PagerDuty partnership
• Develops strategic plans that anticipate and address customer needs and preferences based on competitor knowledge and industry trends
• Identifies long-term strategies to grow accounts by aligning with our customers Big Problems and objectives
• Sales Effectiveness- Establishing, overseeing and maintaining genuine connections with customers
• Negotiate positive business outcomes with existing customers for PagerDuty
• Managing and closing complex, multi-product sales cycles for Fortune 500 accounts
• Conducts consistent and effective conversations with the senior-level executives (SVP+) to garner interest and support for new initiatives
• Strong presentation skills verbally and visually by customizing content and slides to an internal or external audience; Shares information with customers to build credibility, show integrity, and highlight the value of PagerDuty; and tailors presentations to suit the audience’s level and interests.
• Encourages positive conversations between existing customers and sales teams, leading to solutions aligned with the customer’s strategic vision.
• Sales Execution- Ensuring that one’s own and other’s work and information are complete and accurate; careful preparation for meetings and presentations; following up with others to ensure that agreements and commitments have been fulfilled to contribute to PagerDuty’s long-term strategic initiatives
• Planning – Mapping out your territory assignment, priority account targets and working with your greater support team to drive an effective territory strategy
• Utilize historical data and market trends to provide accurate forecasts to management
• Prospecting – leveraging our Marketing, Alliances, BDR programs to develop a point of view and approach to opening net new logo opportunities with a specific focus on Executive level alignment
• Create effective strategies and qualify opportunities within accounts, including plans for winning business for PagerDuty
• Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDICC & COM Framework)
• Proactively engages internal resources and partners at the right time and in the right manner in order to move the sales process forward throughout their accounts.

Preferred Qualifications

• Effective time management, complex deal management, account planning, and analytical skills
• Consistent track record of exceeding sales targets
• Self-sufficient with the ability to work independently and collaboratively
• Previous Sales Methodology training (e.g. MEDDIC, SPIN, Command of Message, Challenger Sales)