Enterprise Sales Account Executive Location: Madrid, Spain. Covering EMEA Region Position Summary: Domo is seeking an Enterprise Sales Account Executive based in Madrid, Spain to drive strategic sales initiatives into enterprise accounts. The territory represents companies with revenues from $250m to $1bn+ in the Iberian 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 ResponsibilitiesDrive 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 maximize overall revenue generation.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 RequirementsFull Spanish language proficiency - important for our Spanish prospects and customers.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-paced, 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 the 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.
#J-18808-Ljbffr