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Account Executive, New Business
3 weeks ago
SZNS Solutions (pronounced "seasons") is a technology advisory company and Google Cloud Partner based in Reston, Virginia specializing in delivering AI & Data solutions.
Founded by ex-Googlers with engineers from Google, Amazon, Capital One and other top institutions, SZNS differentiates itself particularly in AI, data engineering, blockchain, and cloud-native software application development.
At SZNS, we help customers transform and build what's next for their business — all built on Google Cloud technologies. Our teams are dedicated to helping our customers (ranging from small and large businesses, educational institutions, to government agencies) see the benefits of our bespoke solutions come to life. As part of an entrepreneurial team in this rapidly growing business, you will play a key role in understanding the needs of our customers and delivering cutting edge solutions that fundamentally transform their businesses.
We’re seeking a proven and results-driven Account Executive (New Business) who thrives in a fast-paced, results-oriented environment to join our growing team. As an Account Executive for new business at SZNS Solutions, you will leverage existing executive relationships, develop new relationships with key decision makers and influencers, and act as a trusted partner to help solve our customers’ toughest challenges. You will promote the differentiated value and power of our solutions and services to make organizations more innovative, productive, and collaborative.
We're looking for strong candidates who have the following characteristics:- Bias for action, less talk and more doing - obsessive about results
- Combination of both high EQ & IQ
- Attentive to detail, you have strong opinions on what quality looks like, and why
The SZNS team is made up of high-performing engineers, consultants, and professionals who have all been top-performers in their previous roles. We like working with A-players who also enjoy working with A-players. Work Hard, Play Hard, and Work Harder.
Responsibilities- Develop and execute a strategic territory plan to achieve and exceed assigned revenue quota.
- Effectively prospect, qualify, and close new business opportunities within your territory.
- Lead all phases of the sales cycle, including opportunity identification, business case development, negotiation, and contract closure.
- Drive revenue, forecast accurately, and achieve strategic goals by leading customers through the our entire business cycle.
- Work cross-functionally with technical and delivery teams to ensure customer success and identify expansion opportunities.
- Work closely with Google Cloud account teams on target account lists, find creative ways to partner with Google to break into strategic accounts
- Maintain a high level of expertise on the competitive landscape and SZNS's evolving portfolio of cloud and AI services.
- Build executive relationships with key stakeholders to influence their technology and business decisions & promote SZNS portfolio of cloud solutions. Add value as a trusted advisor.
- Become an expert on our customers' business, including their product portfolio, technology strategy, strategic growth plans, business drivers, financial structure, customer base, vertical market offering, and competitive landscape.
- Lead in territory and pipeline development, working collaboratively with Inside Sales Associates and Sales Engineers to maximize business results in the territory and generate sales opportunities with large enterprise customers.
- Explore and understand complex customer requirements on both a business and technical level. Engage, educate, and ensure satisfaction of the proposed solution.
- Develop a deep understanding of SZNS Solutions offerings and effectively communicate their value relative to our customers top business priorities
Requirements
- Minimum 5 years field sales experience in selling cloud based technology solutions, with a demonstrated track record in reaching and exceeding sales goals.
- Ability to lead a complex sales cycle through all stages of the opportunity lifecycle, including prospecting via email, calls, and conferences/events, qualification, proposal and SOW development, and contract negotiations.
- Ability to build influential relationships with C-level and Director level IT executives.
- Ability to assess customer challenges, perform qualification, clearly articulate the benefits of our technical solution, and ask for the business.
- Self-starter with the ability to effectively operate and deliver results in a high energy and cross-functional environment.
- Experience using CRM system such as Salesforce or Zoho
- Excellent written and verbal communication skills with a customer-centric approach.
- Strong problem-solving skills and the ability to work under pressure in a fast-paced environment.
- Willingness to grow and continue learning.
- Experience selling cloud solutions (bonus for Google Cloud), infrastructure software, databases, analytic tools, or application software across multiple industries, aligning solutions to drive business outcomes.
- Experience with commercial and legal negotiations, working with procurement, legal, and business teams.
- Experience selling successfully to the commercial and public sector (Federal, State, or Local)
- Experience working with customer engineers and customers' technical leads to inventory software estate, define migration plans, and build migration business cases.
- Experience cultivating C-level relationships and influencing executives.
- Experience working with and leading cross-functional teams and partners in implementations and negotiations.
- Experience growing existing customer base and acquiring new logos at scale, to increase spend and accelerate consumption business growth.
Benefits
- Competitive salary and benefits package.
- Hybrid work environment (MWF in-person in our Reston office).
- A collaborative and innovative work environment.
- Continuous learning and development opportunities while working with high-achievers.
