Company Description
MicroStrategy transforms organizations into intelligent enterprises through data-driven innovation. We match smart people to dynamic projects and technologies that truly challenge their talents. Curious and creative in outlook, our success is built on the talent and energy of smart and driven people. MicroStrategy (Nasdaq: MSTR) is a worldwide leader in enterprise analytics and mobility software. A pioneer in the BI and analytics space, MicroStrategy delivers innovative software that empowers people to make better decisions and transform the way they do business. We provide our enterprise customers with world-class software and expert services so they can deploy unique intelligence applications.
Job Description
The Role:
MicroStrategy is seeking a Senior Account Executive to drive strategic sales into enterprise accounts within his/her assigned territory. Responsibilities include prospecting, qualifying, selling, and closing new business into prospects and installed accounts. This is an individual contributor role with room to grow as a part of a team across a strategic region for the company MicroStrategy presence is growing across the region with a focus on key markets of UAE, KSA, Qatar and Oman.
Your Focus:
Drive complex, enterprise-wide sales cycles and effectively present MicroStrategy’s value proposition to both C-level business and IT stakeholders through strategic value-led engagements
Create and develop Account Plans integrating other key functions like Channel and Professional Services
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 Sales (Inside Sales, Sales Engineering), Marketing and Professional Services
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
Manage an individual sales pipeline to ensure an appropriate mix of prospects, new business opportunities and firm proposals
Acquire and maintain a thorough working knowledge of MicroStrategy’s Business Intelligence software products and services and a deep understanding of their applications
Position MicroStrategy’s solutions through strategic value-based selling, business case definition, return on investment analysis, customer references and analyst data
Coordinate and manage industry events and user groups for your respective territory/accounts to generate market interest
Ensure that all stages of the sales cycle are undertaken effectively to achieve the required results whilst adhering to MicroStrategy’s chosen sales methodology – MEDDPICC
Identify and manage risk in his/her business activities and take responsibility for reporting risks in a timely, open, and appropriate manner.
Qualifications
Extensive experience of quota-carrying sales of software products and services into large enterprises
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, Cloud 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 MEDDPICC, 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 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
Degree educated or equivalent academic/work experience
Strong Communication in English and Arabic language skills (preferred)
Additional Information
MicroStrategy is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, or age.
PLEASE NOTE: DUE TO THE VOLUME OF APPLICATIONS, ONLY THOSE WHO’S SKILLS AND EXPERIENCE MATCH WILL BE CONTACTED.