Enterprise Sales Account Executive
Location: London, UK - Flexible. Covering EMEA Region
Position Summary:
Domo is seeking an Enterprise Sales Account Executive to drive strategic sales initiatives into enterprise accounts. The territory represents companies with revenues from $250m to $1bn+ in the UK&I region. 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 business and 30% account development into existing customers.
Key Responsibilities:
- Drive complex, enterprise-wide sales cycles and effectively present Domo’s value proposition to both C-level business and IT stakeholders through strategic value-led engagements
- Meet and exceed direct sales goals within assigned territory
- Prospect, develop and close new business while creating satisfied and referenceable customers
- Manage all aspects of the sales process including lead generation, qualification, evaluation, close and account care, collaborating cross-functionally with Marketing, CSMs and Inside Sales Teams
- Balance long-term objectives with short term results in order to maximise overall revenue generation
- Acquire and maintain a thorough working knowledge of the company’s software platform and services and a deep understanding of their applications
- Effectively position and sell Domo to clients through initial phone conversations, face-to-face meetings, and product demonstrations
- Coordinate and manage industry events and user groups to generate market interest
- Position Domo’s solutions through strategic value-based selling, business case definition, return on investment analysis, customer references and analyst data
- Evangelize the Domo vision through product demonstrations, in-market events, and account specific initiatives
- Research the customer environment to create effective business impact models, account plans and win plans; and create business cases, ROI and TCO models
- Ensure that all stages of the sales cycle are undertaken effectively to achieve the required results whilst adhering to Domo’s chosen sales methodology - MEDDIC
- Manage an individual sales pipeline to ensure an appropriate mix of prospects, new business opportunities and firm proposals
- 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
- Orchestrate and manage team selling efforts between Sales Engineering and Professional Services
- Identify and manage risk in his/her business activities and take responsibility for reporting risks in a timely, open and appropriate manner
- Forecast, manage and update pipeline activities using Domo’s CRM tool
Job Requirements:
- Extensive experience of quota-carrying sales of SaaS business applications or software platforms into large enterprises
- Drive complex, enterprise-wide sales cycles and effectively present Domo’s value proposition to both C-level business and IT stakeholders through Business Value-led engagements
- 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 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 MEDDIC, Challenger, Sandler
- Ability to work in a fast pace, 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
