Sales Executive - Software Vertical

Senior Sales Executive – Software Vertical – Santa Clara, CA

This *COMPANY* Senior Sales Executive will manage a territory focusing on the Software vertical, positioning *COMPANY*’ cloud services as the means for ISVs to more effectively offer their IP under a Software-as-a-Service delivery model. This position is a hunter role… with the goal of achieving both bookings, as well as new logo objectives. Knowledge of the ISV/SaaS/Web 2.0 space (business models, purchase cycles, release cycles, strategic relationships, competitive landscape, etc.) is essential.

Responsibilities:

• Lead all sales-related activities for a territory of ISVs to grow net revenue, new bookings, and minimize customer churn.


• Utilize professional networks, relationships within customers, and various forums to create new opportunities/prospects.


• Effectively qualify opportunities to ensure greatest return on time and resource investment.


• Use a consultative approach to understanding customer business challenges, and from that create highly differentiated solutions that establish *COMPANY* as a strategic business partner.


• Build insightful and influential champions and coaches to help develop and successfully close opportunities in complex environments.


• Effectively manage a cross-functional team of resources at multiple levels within *COMPANY* and the customer to build the best solution.


• Fully understand the customer’s decision criteria, hierarchy and purchase process in order to create a formal close plan.


• Provide accurate forecasting and effectively balances opportunity development with prospecting activities.

Position Objectives:

• Achieve or exceed monthly bookings targets.


• Achieve or exceed new logo targets.


• Contribute to overall Software Vertical strategy development and refinement.

Essential duties:

• Develop and execute territory plan.


• Pipeline maintenance
  
  
  
  • Develop and maintain 4x Funnel to Quota ratio
  
  
  • Manage accurate opportunity status in CRM
  
  
  
  


• Develop and execute close plans for qualified opportunities.

Required skills:

• Minimum of 5-7 years of experience in selling complex technology solutions to C-level executives and senior management in Global 2000.


• Ability to use creative prospecting techniques leveraging e-media, social networking, etc.


• Demonstrated success in applying a clear consultative selling process to opportunities.


• Proven and verifiable track record in exceeding sales quotas.


• Excellent communication skills and executive presence.


• Ability to quickly assimilate knowledge in new technologies.


• Deep understanding of the Software, SaaS and Web 2.0 market.


• Existing industry relationships including partners, VARs, system integrators.


• Existing C-level contacts in assigned territory market.


• Demonstrated experience selling one or more of the following:
  
  
  
  • Managed Hosting
  
  
  • Software and/or SaaS
  
  
  • IT Infrastructure Services/ Outsourcing
  
  
  • Consulting/Professional Services
  
  
  • Managed WAN Solutions
  
  
  • Managed Security
  
  
  • CDN
  
  
  
  

 Education:  Bachelors Degree or equivalent experience

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