- The Account Executive (AE) at LogicMonitor is responsible for business development and the full sales cycle from initial outbound prospecting, securing first meeting, demo, POV and through to contract sign off. For the business development component of the role you will be expected to map out strategic accounts for your assigned territory and/or verticals using a combination of outbound calls, LinkedIn messaging and creative ideas to help you build organic pipeline. In addition to your own prospecting activities you will also work closely with business development representatives and channel reps to prospect and manage inbound leads. As the Account Executive on your sales opportunities you will take responsibility for the initial contact discovering business needs and challenges, demo our platform to a technical audience and manage with a proof of concept to get technical sign off and navigate contract negotiations whilst maintaining high value for our solution. You will engage our presales, tech support and product management, occasionally our executive team to help win new business opportunities. The AE will coordinate professional service scoping calls and customer success hand-over calls with new customers. The AE will also work closely with our Marketing team to staff events and ensure follow up on leads. Finally, the AE must accurately forecast their sales opportunities back to the LM Management Team
- You will have experience in managing complex sales cycles, navigating enterprise organisations to build solid engagements with multiple stakeholders. You will be an extremely positive individual who sees challenges as opportunities and has the ability to motivate and lead by example. The role will involve travel and you should expect varied working hours. We are looking for goal oriented candidates who understand how to build a plan for business development across a territory. The AE acts as the primary contact for prospects managing the relationship from the LogicMonitor side
- Identify and prospect into target accounts
- Meet activity targets for calls/emails/meetings
- Book 2 new logo meetings per week
- Attend 2 self sourced new logo meetings per week
- Understand the LogicMonitor technology platform and be able to present unique business value to prospects
- Implement Vista Value Selling methodology / sales process to move prospects through the sales cycle
- Assist prospects progress through sales cycle by engaging our presales, product and management teams
- Trial optimisation (proactively adding dashboards, creating sample reports, etc. for all trial prospects)
- Learn how LogicMonitor solves customer problems and be able to tailor the solution to different types of customers and use cases
Experience in prospecting and outbound outreach to book first contact meetings4 years of SaaS sales experienceConsistent performance: minimum of 100% quota attainment in at least 75% of their sales career6-8 years of relevant sales experienceExperience at a technology vendor selling complex solutions into ITProof of meeting or exceeding sales targets in a software sales roleProven experience of negotiating new business opportunitiesTravel requiredExcellent communication skills with a solid grasp of the English language both written and verbal with competent presentation skillsAbility to simply articulate complex technologiesOn a weekly basis provide LM managers a monthly & quarterly forecastMotivated self-starter, able to work autonomously as well as part of a teamFormal sales methodology training: MEDDPICC (Force Management) and/or strategic account planning (e.g. Skillibrium or similar)Experience of managing a complex sales cycle and documenting activity in a CRMSuccess closing net new accounts while working existing accountsBackground in a high-performance, competitive sales environmentManage and fill a pipeline with limited help from an inside Market Development TeamBachelors degree or relevant experience
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