Principal Account Executive

6 days ago

Washington DC USA, United States Cloud Software Group Full time
About the Role

We are seeking a seasoned Principal Account Executive to join our team at Cloud Software Group. As a key member of our sales organization, you will be responsible for leading our most valued customers across the journey of adapting, transforming, and meeting the challenges facing every modern enterprise.

Key Responsibilities
  • Account Planning and Execution: Develop and execute account-based sales strategies in assigned portfolios, focusing on growth and retention, and drive accountability to deliver on account plans among extended customer teams internally.
  • Value Proposition Development: Create value-proposition presentations and specialized business plans for customers that drive business outcomes and generate new opportunities.
  • Sales Forecasting and Performance Management: Provide detailed and accurate sales forecasting with emphasis on several customer and Cloud Software Group key performance indicators (KPIs).
  • Customer Relationship Building: Build and maintain relationships with executives and business and technical decision makers at high levels of the customer's organization to establish alignment on mutual goals and trust in future interactions.
  • Negotiation and Sales Cycle Management: Negotiate and manage end-to-end, complex sales-cycles, often presenting to C-level executives.
  • Resource Allocation and Advocacy: Identify the right specialist/support resources to bring into account negotiations and presentations, and advocate on behalf of the customer internally to ensure requests and needs of assigned accounts are being addressed.
  • Post-Sales Obligations and Support: Orchestrate internal teams to anticipate issues/risks on customer satisfaction and ensure a constant focus on post-sales obligations and support.
  • Sales Enablement and Communication: Leverage best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales.
Candidate Requirements
  • 10+ Years of Sales Experience: Proven sales experience within software or solutions sales organizations.
  • SaaS and PaaS Sales Experience: 5+ years of experience selling SaaS or PaaS solutions.
  • US Federal Government Sales Experience: Experience selling to US Federal Government organizations and related experience with government procurement and contracting.
  • Relationship Building and Negotiation: Experience establishing trusted relationships with current and prospective clients and other teams, producing new business, negotiating deals, and maintaining healthy C-Level relationships with IT and Lines of Business.
  • Sales Performance and Team Management: Experience consistently achieving sales targets, quarterbacking account teams within a matrix sales team environment, promoting a win-as-a-team approach.
  • Value-Based Consultative Selling: Demonstrated ability to use value-based consultative selling techniques.
  • Advanced Account Planning: Experience with advanced account planning techniques, including the development, execution, and tracking of short- and long-term account objectives, customer goals, and action steps.
  • Objection Handling and Negotiation: Experience handling objections and negotiating with customers to qualify and quantify the impact of maintaining the status quo or pursuing competitors' solutions.

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