Enterprise Account Executive

2 weeks ago

San Jose, United States TDengine Full time

Position Background:

Over the past 7 years, TDengine has demonstrated the viability of its flagship product with 200+ paying customers worldwide, with a number of large enterprises among them. It also enjoys the support of an enthusiastic developer and user community. Based on such strong validation and with full support of our management, board of directors, and investors such as GGV, Sequoia, and Matrix Partners, we are in the early stages of investing heavily in the North America and the EMEA markets to capture lucrative customer and partner opportunities.

At the same time, we would not want to trivialize the efforts needed and challenges to be faced in such an endeavor. As such, we are seeking talented and experienced account executives to join our early sales team. This is a ground-floor opportunity for someone to demonstrate sales prowess and be generously compensated both in the short term and the long term.

What you will do:

  • Drive new enterprise business and logos across multiple verticals (Oil & Gas, Manufacturing, Chemicals, Energy/Utilities, etc), while meeting or exceeding quota goals in your assigned territory.
  • Evangelize TDengines brand in the marketplace by presenting, promoting, and selling our solutions while leveraging our sales methodology and aligning with the market demand.
  • Represent TDengine at selected conferences.
  • Lead all aspects of the sales cycle, including prospecting, sales campaign/meetings, evaluations and POVs, contract negotiations, closing steps, and ongoing customer relationships
  • Employ solid salesforce.com hygiene, leveraging this tool as the single source of truth on deal, pipeline, and forecast status. Capture timely detailed call/meeting reports articulating customer needs, deliverables, and next steps to bring other members of the team along for the sales journey.
  • Demonstrate ability to use data and insights to overcome objections and craft a compelling value-based solution across multiple shareholders. Educate customers on how TDengines solutions can support their business objectives.
  • Perform account planning for assigned accounts, coordinating with pre-sales and other resources to ensure strategic alignment and maximize revenue potential.
  • For existing customers, work with your customer success team to become fluent in our customers' history, digital vision, and related business goals, company structure, and people.
  • Establish, develop, and maintain positive business and customer relationships in the territory.
  • Perform with the utmost integrity TDengine believes honesty with our customers is in everyones best interest.

Basic Qualifications:

  • Consistent record exceeding sales quotas with accounts across various industrial verticals
  • Curiosity for the Industrial IoT ecosystem, specifically Historians and familiarity with their technical concepts and their business value.

- More specifically, familiarity with AVEVA PI System, AspenTech, InfluxDB, open source databases, and digital twin technologies

  • Experience with sales and fulfillment of enterprise SaaS solutions.
  • Experience working alongside channel partners such as AWS, Microsoft Azure, Accenture, and Seeq.
  • Experience working with challenging personas from business champion to the executive management level.
  • Proven track record managing complex sales cycles and breaking new ground through this process.
  • Passion for solving business problems and taking on new challenges.
  • Possess an entrepreneurial mindset with a disciplined approach to the establishment and prioritization of company goals, objectives, and results.
  • Demonstrate strong interpersonal skills (written and verbal) and organizational skills.
  • A great teammate that will thrive in our fluid, fast-paced, dynamic, scaling environment.
  • Significant and current Rolodex of relevant customer contacts within targeted markets.
  • 8-10 years experience selling Enterprise Software Solutions (SaaS or on-prem) into Industrial Markets.
  • Ability to travel (up to 30%) to visit customers and attend trade shows/events as needed.
  • References and examples of success within the Industrial Markets.

Preferred Qualifications

  • Proven track record of selling in early category markets
  • An engineering background with a passion for sales, or conversely, an experienced Industrial Software sales professional with an engineering mindset
  • Understanding of the strategic competitive landscape of the Industrial Software Markets

- Competition

- Alternative approaches

- Current methodologies (albeit antiquated)

  • Experience leveraging and partnering with internal team members and our GTM partners on account strategies.
  • BSBA/MBA Engineering or Business Focus
  • Strong network of influential individuals within the Industrial verticals that TDengine targets.

General Description of All Benefits:

  • TDengine provides a flexible PTO and Sick Leave policy
  • Employees (and their families) have access to comprehensive medical, dental and vision plans.
  • Salary range: Commensurate with experience

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