Senior Account Executive

 

About the role:

Are you looking for a role where you can truly influence and manage your own book of business in a collaborative sales environment? We believe in entrepreneurialism and empower you to make decisions that will grow our business. We will provide you with all the resources needed to be a successful high-earning sales executive. 

The Senior Account Executive is responsible for driving ARR growth across a defined portfolio of strategic enterprise accounts. This role is primarily focused on acquiring new enterprise customers while also identifying strategic expansion opportunities within existing accounts. The successful candidate will help customers solve complex business challenges related to data management, security, compliance and digital transformation through a consultative, value-led sales approach. . The successful candidate will create and execute territory and account plans, lead complex sales cycles, develop executive-level relationships and work collaboratively with partners and internal stakeholders to consistently exceed ARR targets.

Key responsibilities: 

• Develop and execute territory and account plans to create pipeline, acquire new customers, expand strategic accounts and consistently exceed ARR and ACV targets.

• Act as a trusted advisor to C-level and senior technology leaders, providing industry insight, business value justification and strategic guidance around data protection, governance, AI readiness and digital workplace transformation.

• Develop and execute competitive strategies to differentiate AvePoint, displace incumbent solutions and win strategic enterprise opportunities.

• Lead complex commercial negotiations, business case development and procurement engagement through to successful closure.

• Lead and coordinate virtual account teams to create pipeline, progress opportunities and close complex enterprise sales opportunities.

• Build executive sponsorship and multi-threaded relationships across customer stakeholders to accelerate deal progression and long-term account growth.

• Work closely with Microsoft, Systems Integrators and channel partners to accelerate pipeline creation, customer acquisition and account growth.

• Orchestrate resources across sales, pre-sales, customer success, services and partners to deliver customer outcomes and maximise commercial growth opportunities.

• Influence product strategy, go-to-market priorities and competitive positioning through customer and market insight.

• Identify expansion opportunities across AvePoint's portfolio, including Data Security, Governance, Backup, AI and Operational Resilience solutions.

• Deliver accurate forecasting and maintain high levels of CRM discipline and opportunity management.

• Create and advance qualified pipeline through direct prospecting, partner engagement, marketing initiatives and executive networking

Develop multi-year account plans aligned to customer business priorities and digital transformation initiatives.

What You Bring to the Team

We look for people who value agility, passion and teamwork; those who can bring fresh ideas to the table and want the opportunity to learn, grow, and expand their careers. Bring your aptitude and build upon what you do best for our customers, partners, team, and you. 

As an SAE, you are tasked with bringing in new business with our largest customers. You need to be highly competitive and a strategic thinker with the ability to spot new opportunities that generate revenue. You are someone who has a strong sense of urgency and accountability to execute the full sales cycle, and you take pride in seeing your hard work and strategy development pay off when you see the final results. 

Other qualities you’ll need to be a fit for this role include: 

• University degree or equivalent experience 

• 7+ years of enterprise software sales experience with a proven track record of exceeding quota within large and complex accounts.

Demonstrable success selling six and seven-figure software and services opportunities.

Experience building executive relationships with CIO, CTO, CISO, Digital Workplace and Data Governance leaders.

Experience selling Microsoft, SaaS, cloud or enterprise data management solutions.

Strong account planning, territory planning and forecasting skills.

Ability to influence and coordinate virtual teams across sales, pre-sales, customer success, marketing and partner organisations.

• Exposure to virtual account team selling environment  

• Executive level relationship selling experience 

• General familiarity with selling methodologies and processes 

• Accountability 

• Sense of urgency 

• Collaborative 

• Highly competitive 

• Strong work ethic 

 

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