Sr. Account Executive - ITOM

Hiring Manager: Lisa Baldwin

Talent Acquisition Advisor: Allan Zhang

Job Code Level: SGP3

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Senior Account Executive - IT Operations/Service Manager (ITOM/ITSM)

The Opportunity:

The Specialist will be responsible for creating, qualifying, developing, and selling ITOM/ITSM solutions. With a consultative sales approach, you will lead with business value and engage both new and existing clients. Supported by a broad team of pre-sales solution consultants, you will manage a defined territory. Your territory will span many large and mid-sized clients. Your software portfolio includes a combination of SaaS and on-premises solutions.

You're Great At:
Results driven - Operates with personal ownership and looks for ways and means to improve performance all the time. Acts with urgency and a sense of accountability.
Energy & work ethic - Intellectually curious and able to bring an energy and spirit of innovation to the role. Builds trust with others by acting authentically and with integrity.
Domain expertise - Applies a thorough understanding of business practice, industry trends, and the competitive landscape to carry out a repeatable sales process. Seen by clients as a trusted advisor.
Pipeline Qualification (Pipeline Creation, Progression & Closure) - Uses expertise to seek out new opportunities and expand existing client footprints. Takes ownership of pipeline creation to ensure sufficient coverage of the target. Continuous qualification whilst progressing the opportunity to close.
Value based selling - Identifies key drivers of value for the customer and develop unique value propositions by articulating a vision that resonates with the customer. Selling outcomes not products.
Planning for Success - Demonstrates a structured, methodical approach to building and executing annual sales plans. Balances strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
Orchestrating teams / working with partners - Builds and develops cross company pursuit teams to engage prospects in strategic sales. Collaborates with select partners to develop territories and expand sales coverage.
Good sales hygiene - provides accurate revenue forecasting, ensuring the CRM system is always up to date.

What it Takes:
At least 5 years of proven software SaaS or license sales experience, with a demonstrable track record of over-achievement and new business wins.
Experience selling Observability, ITOM or Hybrid IT solutions. Demonstrated ability to engage CIO, IT Director, Application Owner, and Service Manager personas, building multi-threaded opportunities and aligning solutions to outcomes such as service reliability, operational efficiency, and business resilience.
A strong network of client contacts.
University or bachelor's degree; Advanced University or MBA preferred or equivalent work experience.
Experienced in following a sales methodology, in territory management, account development and opportunity management.
Successful partner engagement experience. Works effectively with our partners to drive additional revenue.

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