Account Executive

2 weeks ago

Sydney, Australia Verint Systems Inc. Full time

**Overview of Job Function**:
The Sr. Account Executive serves as the primary point of contact and is responsible for managing all facets of the relationship with key named accounts while ensuring revenue goals are met. The Sr. AE requires strategic thinking/planning coupled with tactical execution of identified business opportunities. Maintains contact at relevant levels in the accounts, focusing on the strategic and tactical nature of the relationship. Must be able to build and maintain relationships effectively and communicate at all levels within the organization. Develops opportunities across assigned accounts, effectively selling solutions and services using technical, organizational and customer knowledge to influence and build trusting relationships.

**Principal Duties and Essential Responsibilities**:

- Primary point-of-contact for major account/(s) regardless of accounts’ geographic location. Maintains consistent executive contact with account at a high, executive level, focusing on the strategic nature of the relationship.
- Sells Verint products or services and maintains relationships with existing named accounts.
- Responsible for working with assigned named account(s) to develop short and long term account plans to include new product acquisition, major and minor product upgrades and associated strategic services.
- Develop and maintain internal document strategic account plan.
- Responsible for expanding and retaining named accounts while ensuring ongoing customer service.
- Responsible for identifying and qualifying long-term and short-term business opportunities and pro-actively identifying and addressing competitive threats
- Prepares proposals and presentations, presents to all levels of the organization including executives, leads negotiations, coordinates complex decision making processes and overcomes objectives to close.
- Maintain up-to-date knowledge of industry, technical developments and government regulations that effect target vertical markets.
- Determine sales strategies and goals for each product and service; understanding the strategies, goals and objectives of named accounts
- Assume a leadership role in coordinating account strategy and tactics for sales support team (inside sales, pre-sales, sales management)
- Develop and maintain detailed account profiles including organizational charts for all accounts to be reviewed by management on a quarterly basis
- Develops strategy for sustained management and success of business and coordinates resources to ensure goals are met
- Provides regular updates to senior sales and operations staff concerning account issues, financial status
- Meet and exceed sales quotas and revenue goals (carry revenue goal of 2.5 M)
- Manages the account day in day out in Verint CRM.
- Consistently achieves quarterly and annual revenue forecasts
- Maintains up to date and accurate forecasts
- May be a team leader and provide leadership to the sales team focused on the strategic or national account(s)
- Considered a trusted resource by customer base and an expert in the field
- Has credibility to influence at senior levels within named account e.g. Senior Executive/Board/Chair

**Minimum Requirements**:

- 10+ years of direct sales experience and or 7+ years’ experience as an Enterprise Account Management with responsibility across assigned region.
- Must have demonstrated track record of account management success with high dollar value technology products/solutions. Proven ability to establish multiple 7 figure transactions, and bring them through an entire relationship management process from business development, value-proposition, to close, to account maintenance and up-sell/cross-sell development.
- Demonstrated success in implementing the latest and most advanced technology products.
- Excellent planning, time management, communication, decision-making, presentation and organizational skills.
- Demonstrated high skill levels of written and verbal communication. Excellence in business writing, presentation and interpersonal skills.
- Must have strong ability to influence and proven negotiation skills.
- Bachelor’s Degree or equivalent work experience
- Successful completion of a background screening process including, but not limited to, employment verifications, criminal search, OFAC, SS Verification, as well as credit and drug screening, where applicable and in accordance with federal and local regulations
- The ability to obtain the necessary credit line required to travel

**Preferred Requirements**:

- Direct account management, performance management or implementation management experience, 6 years of which are in the software industry, including proven success in the implementation of software at large organizations (e.g. >$5B Revenue Software or other High Technology Sales experience.
- Multiple years of consistent quota attainment and/or overachievement in past 5 years.
- Post Graduate Degree(s). Computer Science, Business
- Exp

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