Enterprise Account Executive

3 weeks ago

Sydney, Australia WalkMe Full time

WalkMe pioneered the Digital Adoption Platform (DAP) to empower business leaders to realize and unlock the full potential of technology in today's overwhelming digital world. Through WalkMe's guidance, engagement, insights, and seamless automation, employees are more efficient, executives have better visibility into digital usage, and organizations maximize the full value of their digital assets to empower digital transformation.

As WalkMe continues to expand in Australia, we are seeking an experienced Account Executive to manage all aspects of an account territory focusing on WalkMe customers and prospects. As an Account Executive, you will report to the Country Manager, ANZ. Your main goal is to help our customers achieve their desired outcomes. Your performance will depend on your ability to delight customers, drive net new ACV bookings, manage customers in the Large Enterprise segment and work with cross functional teams to establish a vision and plan for success.

**We value collaboration and understand the importance of a healthy work-life balance. To support, we offer (What Sets Us Apart)**:

- Flexible Work Arrangements: We offer a hybrid work place with flexible hours to help manage work commitments and personal life effectively.
- Supportive Culture: We focus on the whole person, celebrating what makes us unique, and create space for community.
- Professional Development: We encourage continuous learning and offer opportunities for career development through our career compass offering.
- Volunteer Time Off: We encourage team members to become involved in their communities, granting everyone 8 hours of paid time off to spend volunteering through WalkMe or at a place of their choosing.

**What you'll own**:

- You are a true sales hunter and understand the difference between demand fulfillment and demand creation for new category selling
- You leverage the MEDDIC and BANT methodologies in the way you qualify and sell with value
- You will drive the end to end sales process, from establishing the customer relationship to business development and executing successful end to end sales pursuits, closing new logos while expanding our existing accounts.
- You are deeply curious and are constantly looking for new areas to expand business within WalkMe’s accounts aligned to our customer pain points and their business outcomes.
- You manage and respond to incoming inbound and outbound lead requests as required.
- You partner collaboratively with Customer Success Managers, BDRs, Marketing and our Alliance organization to identify and close new logos and up-sell and cross-sell opportunities within your existing accounts.
- You will manage sales activity including daily, weekly, monthly and quarterly forecasting of pipeline and revenue in our corporate CRM and to management ensuring system hygiene and data excellence.
- You are passionate about consistently hitting and exceeding your quarterly and annual quotas and appreciate that activity is the cornerstone of results
- You are capable and comfortable of engaging with all levels of the target organizations, including senior executives.
- You will present WalkMe’s corporate narrative, value proposition and solutions using value-based sales approaches and techniques.
- You care deeply and work well in the execution of sales engagements leveraging internal cross-functional teams including senior management, finance, deal desk and corporate counsel from pricing to contract negotiation all the way through to signed contracts.

**What you'll need to succeed**:

- At least 5+ years of experience in a quota carrying enterprise software sales
- Past experience in selling a SaaS in a new category (unbudgeted), using a strategic value selling sales approach.
- You have used MEDDIC/BANT qualification methodologies
- Proven success in growing and working within the Australian market.
- Ability to manage a long and strategic sales cycle from deal qualification to negotiation and closing.
- Work widely across stakeholder groups within Australian businesses including but not limited to Risk, HR, Sales, Learning & Development, Change, ERP and IT
- Evidence of exceptional commitment to a process-driven sales approach, and accurately tracking and forecasting all customer engagement, account management and activity through the use of an enterprise CRM.
- A 5+ year track record of consistent earnings and over-achievement in software sales roles.
- Be able to work in a fast paced and data driven environment.
- Excellent presentation and business acumen skills.
- Experience using WalkMe or Digital Adoption market is a major plus
- Ability to travel domestically as required
- Location - Sydney or Melbourne

TO ALL RECRUITMENT AGENCIES:WalkMe does not accept agency resumes. Please do not forward resumes to WalkMe employees or any other company location. WalkMe is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or compa

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