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Sr. Account Executive (North, Enterprise) Role This person will be responsible for driving growth and ongoing transformation of the Indian Subcontinent sales function to achieve critical business objectives, actively develop and lead execution of the go-to-market strategy and provide strong coverage in the region. You will work collaboratively with leaders and other members of the India Sales team along with key internal stakeholders across our organization. You will be responsible to build effective relationships in order to ensure the business meets and exceeds targets, which includes accelerating sales growth through strategic account growth, new customer acquisition and maintaining strong relationships with the current client base to build long-term customer loyalty and renewals. The focus will be on large enterprise accounts in the North region. What your impact will be: Sales Execution Performance Achieve plan and overall revenue targets for your region (New Recurring Revenue, Renewal Recurring Revenue and Consulting Services). Identifying, qualifying, develop and close new opportunities for software subscriptions and associated consulting services. Ensure on-going optimization and structural alignment that capitalizes on growth opportunities within existing customer expansion and new logo acquisition based on market needs and opportunities. Create and sustain a sales performance culture that consistently exceeds the expectations of all stakeholders (employees, customers, shareholders). Interact and work effectively with all regional and global resources to maximise customer success and company revenue growth throughout the region. Collaboration: Work with your leadership and management of the India sales function, setting a unified direction for the team based on global organisational guidance and ensure priorities are clear at all times Proactively seek out and seize opportunities to collaborate with partners across the region to ensure the voice of the customer influences our efforts and investments in product, innovation and proposition development Establish strong partnerships across matrixed functions to collaborate on solutions that help remove roadblocks/barriers to sales execution Manage account and contact information through the entire sales lifecycle process using Salesforce.com and other related selling tools: ensure that the sales team maintains detailed account profiles, account plans and prepares sales and activity reports as required. Properly and effectively manage your forecast and roadmap of opportunities, setting accurate quarterly and annual expectations for delivery with very little variance. What you will bring: 15+ years of enterprise software sales experience in a highly complex and competitive marketplace with focus on Enterprise and PSU Customers in North. Experience with understanding of subscription based models & working with System Integrators & Partners. Strong, tested sales experience in high growth organizations focused on landing new logo’s and maximising customer expansion. Experience in a disruptive market approach selling infrastructure software that displaces older technologies a plus. Experience selling open source software a plus. Solutions sales approach with a deep understanding and appreciation for the value of packaging consulting services to drive greater differentiation, value and success. Graduate degree a must, Post graduate degree a plus. Ability to foresee, interpret and rapidly respond to market changes by adjusting strategies and realigning priorities and resources accordingly. Demonstrated ability to work collaboratively and resolve conflict across different functional areas in a highly matrixes organisation as well as with external stakeholders. Advanced written and verbal communication skills. Strong business and analytical acumen.
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