Account Executive

  • Milan, Italy
  • Full-time

Company Description

MicroStrategy transforms organizations into intelligent enterprises through data-driven innovation. We match smart people to dynamic projects and technologies that truly challenge their talents. Curious and creative in outlook, our success is built on the talent and energy of smart and driven people. MicroStrategy (Nasdaq: MSTR) is a worldwide leader in enterprise analytics and mobility software. A pioneer in the BI and analytics space, MicroStrategy delivers innovative software that empowers people to make better decisions and transform the way they do business. We provide our enterprise customers with world-class software and expert services so they can deploy unique intelligence applications.

Job Description

The Role:

MicroStrategy is seeking an Account Executive to drive strategic sales into enterprise accounts within his/her assigned territory. Responsibilities include prospecting, qualifying, selling, and closing new logo business into prospects and installed accounts. This is a new business hunter, individual contributor role with quota carrying responsibility. Whilst the focus is on new business development, there will be a split of approximately 70% new logo business together with 30% account development into existing clients.

Your Focus:

  • Drive complex, enterprise-wide sales cycles and effectively present MicroStrategy’s value proposition to both C-level business and IT stakeholders through strategic value-led engagements
  • Prospect, 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 plans; and create business cases, ROI and TCO models
  • Manage all aspects of the sales process including lead generation, qualification, evaluation, close and account care, 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 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 MicroStrategy’s Business Intelligence software products and services and a deep understanding of their applications
  • Position MicroStrategy’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 MicroStrategy’s chosen sales methodology - MEDDPICC
  • Identify and manage risk in his/her business activities and take responsibility for reporting risks in a timely, open, and appropriate manner
  • Prepare accurate sales forecasts and sales cycle reporting using MicroStrategy’s CRM tool
  • Leverage and enhance partner relationships to drive additional value and revenue

Required Experience and Skills:

  • Extensive experience of quota-carrying sales of software products and services into large enterprises
  • Demonstrable track record of consistent over-quota sales performance
  • 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
  • Experience in Business Intelligence, CRM, ERP, Cloud enterprise software sales
  • Working knowledge of Business Intelligence competitor products, Data Preparation, ETL, Database, Analytics and Enterprise Data Warehouses. Understanding of Big Data is preferred
  • A creative self-starter who can work effectively within a strong team culture whilst independently managing their own business
  • Experience with sales methodologies such as MEDDPICC, Challenger, Sandler
  • Ability to work in a fast paced, open, collaborative, passionate and driven environment
  • Ability to manage multiple priorities effectively, network internally to get things done and be accountable for their decisions; ensuring all stages of sales cycle are running concurrently; opening pipe; progressing; closing deals; prioritizing tasks
  • Demonstrable knowledge of key Return on Investment and Total Cost of Ownership principles
  • Positive contributor to team and company values - Motivation, Innovation, Passion, Integrity, Teamwork, Customer-Focus
  • Degree educated or equivalent academic/work experience
  • Italian and English language skills

Additional Information

MicroStrategy is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability or age.

 

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