The Associate Account Executive (Remote) is a key Sales team member and works with the Profisee Business Development and Pre-Sales team to identify business challenges, conduct discoveries, demonstrations and impact analysis and monetize the impact of deploying a Data Management solution that aligns with prospects' critical business initiatives to close business and meet sales objectives. \n Within 3 months you will... \n
Gain key foundational knowledge in MDM, use cases, customer stories, processes, team structure, market knowledge, positioning and qualifying, competitive understanding, and shadowing colleagues.
Gain proficiency in engaging prospects and developing your plan to participate in strategy calls, deep-dive discovery calls and planning effective demonstrations with solution engineers.
Be supported in learning the territory segmentation, and target account planning.
Become an expert in research and engagement to lead your own effective demonstrations/presentations.
Learn how to ensure clarity on the "seven questions*" to qualify and progress before deals move past stage 3.
Brush up on or read recommended sales process books, such as Challenger, Solution Selling, etc.
\n Operationally: \n
Owning overall pipeline development, and strategically planning out activities by leveraging your own relationships, the BDR team, Profisee Marketing, Profisee Partners, and Microsoft leads.
Set up a weekly cadence with BDR and the Profisee extended team and a weekly cadence with key partners to coordinate and drive high-yield opportunities.
Dedicate at least 8 hours a week to working with partners who can influence leads and business.
Be accountable for your forecast and deliver within 20% of the week 4 forecast by the end of the quarter, within 10% of week 8 forecast by the end of the quarter.
Verbal selection and agreement on commercial terms, and paperwork/redlines in-process for all committed deals.
Maintain discipline in your pipeline (through Salesforce and Clari), timeliness and accuracy is paramount (no fluff, no sandbagging).
Deliver revenue every quarter by understanding timing and velocity, getting to power, using agreed upon Mutual Evaluation Plans and bringing in appropriate Profisee resources.
Ensure all active opportunities are progressing through sales stages every month.
Understand competition, including "do nothing" to run effective sales process.
Put together effective proposals with cost against benefit.
Understand how to leverage Profisee professional services or partners for a competitive services discovery and SOW delivery.
\n Strategically: \n
Continue to develop personal mastery of data management knowledge to ensure that you can articulate to prospects and your extended internal and external selling teams the unique business value Profisee can offer.
Cultivating deep relationships within Microsoft business applications and Data & AI teams, ensuring that our joint value proposition is understood, and teams are enabled to leverage Profisee.
Create value for customers during the sales cycle to earn the right to a "give to get" relationship during the sales and consistently broaden touchpoints within accounts during the sales cycle.
\n After one year, you will be successful by... \n
Understanding the prospect's business problem and the linkage with our solution in order to articulate this value to key leadership and decision-makers.
Leveraging the Profisee leadership team to gain access to executive leadership both within and beyond.
Strategically prioritizing your activities and the investment of your time and your extended team's time to create leverage points that yield a productive pipeline and deal progression.
Leverage prospect asks to gain insights and broader/higher access in order to be in control of the sales cycle.
Act as "the quarterback" for every opportunity and lead your extended team by defining the winning themes, competitive strategy, opportunities to gain insight or access, etc.
Ensure dry- runs and win theme team collaboration for message consistency and winning demonstrations and presentations to enhance control of the internal and customer-facing agendas.
Control your deals, ensure CRM accuracy, and drive communication among all team members and stakeholders.
