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Enterprise Account Executive

Enterprise Account Executive

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About the Company

Headquartered in California, our client simplifies complex manufacturing. Its solutions replace disparate production, quality, and MRO applications with paperless, digitally integrated solutions.
From process and inspection, planning to the shop floor, and the execution of sustainment activities, our client’s proven, pre-configured, and out-of-the-box solutions deliver real-time visibility and control that accelerates manufacturing performance.

We apply that same dedication to creating a diverse and inclusive work culture that inspires our core values: 
Professionalism, Excellence, Teamwork, Continuous Improvement, Customer Focus and Innovation.

We believe our team members are the best in the business, and we will continue to recruit, retain, develop and reward our most important asset – our people!
Offering Time to Value within 90 days, their platform provides an annual reduction in defect rates between 10-15%

Job Summary:

The Enterprise Account Executive is responsible for expanding the license and services pipeline of opportunities and implementing proven sales processes to achieve revenue goals within the designated customer accounts.
The sales opportunities will focus exclusively on the named customers and related organisational units.
The Enterprise Account Executive will manage ongoing relations within specific customer-named accounts.
The Enterprise Account Executive must be well organised, thorough, and comfortable with complex sales campaigns and demonstrate a proven track record closing million-dollar-plus deals.
Essential Functions:

  • Annual Revenue – Achieve/exceed quota targets.
  • Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships with new and existing customers and leverage them to drive strategy through the organisation.
  • Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, the value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
  • Manage the sales cycle, performing lead qualification, arranging and providing demonstrations, quoting, and closing.
  • Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to their solutions.
  • Develop and deliver a comprehensive business plan to address customers’ and prospects’ priorities and pain points. Utilise VE, benchmarking, and ROI data to support the customer’s decision process
  • Coach customer stakeholders and build consensus for the solutions within their organisation.
  • Independently and collaboratively strategise for solving deal-level challenges.
  • Collaborate closely with the sales team and colleagues.
  • Increase sales volume and deal size.
  • Work closely with internal implementation and development teams to develop an implementation approach and quote and assure smooth delivery and customer satisfaction.
  • Report account activity, opportunity status, and other details.

  • Orchestrate the companies executive engagement (such as QBR’s) with the customer to meet the defined account strategy and objectives of the customer executive management

  • Eight plus years of demonstrated success selling complex software solutions (SaaS strongly preferred).
  • Experience selling Enterprise software applications, including ERP, MES, Supply Chain, or PLM solutions into complex discrete manufacturers, considered a plus.
  • Prior sales responsibility for a minimum of $1 million in revenue and/or ARR; with a consistent, proven track record of meeting/exceeding quota
  • A passion for manufacturing and a sound understanding of manufacturing processes and functions.
  • Ability to systematically solve problems and hypothesise possible customer point points, expectations, and implicit needs.
  • Ability to tailor communication to the customer’s needs with authority; effectively deliver presentations to all levels of the organisation; and strong oral/written communication skills.
  • Demonstrated experience using rational and emotional drivers that would appeal to customers to drive negotiation conversations in your favor comfortably.
  • Ability to identify the right customer stakeholders, build connections quickly to drive consensus for deals, and work cooperatively with a wide range of internal stakeholders for deal success.
  • Hunter mentality with a relentless drive to achieve results; independent and self-directed and takes the initiative with minimal direction or supervision; Demonstrated ability to lead and manage multiple opportunities concurrently.
  • Previous experience selling to Fortune 500 companies a plus.
  • Network of contacts in manufacturing-related organisations and target companies.

Required Education/Experience:

  • BS/BA in Marketing, Business, Engineering/Computer Science, or equivalent combination of education and experience.
  • Ability to travel 50% – 75%
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Job Overview
Category not defined
Offered Salary
$130000.00 to $150000.00
Job Type