Account Executive Data Integration and Analytics

SUMMARY:
The Role:

Essential functions:

• LEADERSHIP:
  • Lead your account team as 1 Analytical Solutions, pulling the team together with the customers success at the centre of your account plan strategy;
  • Partner with Account teams to ensure we maximise the oppor...
    
    

    POSITION INFO:
    The Role:

    Essential functions:

    • LEADERSHIP:
      • Lead your account team as 1 Analytical Solutions, pulling the team together with the customers success at the centre of your account plan strategy;
      • Partner with Account teams to ensure we maximise the opportunity we have within your account set;
      • Use your executive team as part of your account plan to assist in delivery of your success.
    • CUSTOMER FOCUS:
      • Understand, articulate and document your customers business and industry and the role that Analytical Solutions plays in their success;
      • Identify and understand key market drivers and what impact these have on your customers while proposing solutions to assist them in dealing with these challenges;
      • Demonstrate strong business orientation and commercial acumen â?? creating win-win deals for clients and Analytical Solutions;
      • Calling on, building lasting relationships and selling to senior decision makers - both business and IT executives;
      • Focus the bulk of your time on your customers;
      • React quickly and appropriately to new situations that arise suddenly and ensure your customer service surpasses expectations on every engagement.
    • BUSINESS AND SALES ACUMEN:
      • Qualify and prioritise prospects in a set customer base generating opportunities through planning, prospecting, networking, executing and relationship building;
      • Demonstrate strong negotiation skills resulting in Win Win outcomes for your customer and Analytical Solutions;
      • Be and excellent communicator: listening skills, verbal skills, presentation skills, and writing skills;
      • Be an outgoing, focused and organised person with a relentless will to succeed;
      • Always be proactive, strive for excellence and never give up;
      • Be a problem solver;
      • Think creatively and outside of the box to ensure your customer receives maximum value from the  Analytical Solutions Solution.
    Skills and Experience:

    Essential Qualification:

    • Sales Experience into Data Integration space

     

    Key Accountabilities:

    Competencies and skills:

    • The skills and qualifications required for this role:
      Experience and understanding of the Data Integration, Big Data and Business Intelligence markets. Knowledge of Data Warehousing, Database and/or Business Intelligence software products and concepts.
    • A working sales knowledge of Hadoop and Cloud concepts is highly beneficial
    • At least 6 years of successful sales experience with enterprise software with average deal sizes in the $150K to $1.5M range
    • Successful track record as a salesperson that consistently delivers or exceeds quota
      • Experience managing and closing large, complex sales cycles in Financial Services and other companies.
      • Able to work successfully with Field Sales Engineers and other pre-sales technical resources
      • Demonstrated ability to build a strong pipeline and accurately forecast sales revenue.
      • Experience in both a start-ups and large organizations is an advantage.
      • Good network of existing senior executive contacts within enterprises in the respective territory.
      • Educational and work experience should include a BS/BA degree (or equivalent) in Computer Science, or related discipline or work experience.
      • Deliver Account and Territory plans that will drive customer and  Analytical Solutions success through a strong understanding of your customers business strategy, goals and measurements:
        • Ensure a clear â??vision of valueâ? that the Data Integration and Analytical Solutions will contribute to the customers strategy, goals and measurements.
        • Understand and document your customers decision and buying cycle from the â??decision to changeâ? through to â??Implementationâ?;
        • Build up a sustainable and robust pipeline, with 3 x cover and ensure accurate and rigorous forecasting with a maximum of a 10% variance;
        • Execute a demand generation campaign within your Industry specialisation with the marketing and demand generation team.
        • Work with Customer success manager to ensure your tier 1 2 and 3 clients are contacted and a Qlik update session us delivered at least once a year.
        • Effectively manage and drive the sales cycle from prospecting through to successful closure;
        • Identify up-sell and cross-sell opportunities to exceed all business and revenue targets;
        • Demonstrate effective engagement with Solution Partners and System Integrators where it makes sense and increases your GP contribution;
          • Add a minimum of 2 new customer logo per quarter.
            
            
          • Target key customers in your territory to ensure strong reference capability and deliver 1 case study, in conjunction with Marketing, per half;
          • Learn from and demonstrate change from your own successes and failure as well as from others success and failures;
          • Assist others in their learning through proactively sharing your knowledge and learning to ensure they grow as individuals and have maximum impact on our customers.
          • Ensure all business tools and systems are kept fully up to date and accurate always.
        • Lead a Analytical Solutions account team to engage in your customer base in a manner that delivers maximum value to your customers and  Analytical Solutions.
    Personality and Attributes:

    Key Performance indicators (measurement):

    • Deliver your Gross Profit, Revenue and Metric targets:
      • Licencing (Attain Qlik and complementary products Gross Profit (GP) targets)
      • Consulting (Drive customer value and achieve targets through a 1 approach)
      • Training (Drive customer value by ensuring all our customers are trained to get the most out of our technology)
      • Managed Services (Assist customers to realise value through Managed Services)
      • Data Literacy engagement in your territory
    Other:

    Travel:

    • Africa travel may be required

    Physical demands:

    • Work under pressure.  Meet deadlines and targets. 
    
    
    

     

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