Account Executive, Strategic - Asia
Smartsheet
- Sydney, NSW
- Permanent
- Full-time
- Strategically engage senior customer stakeholders with a current Smartsheet footprint and drive additional revenue through new solution upsells.
- Land and expand with new Logos for Smartsheet by selling our full suite of products and services
- Grow account footprint and revenue to an ultimate goal of a full enterprise wide contract agreement.
- Pipeline generation and end-to-end sales cycle management with companies above 5000 employee size using the MEDDICC sales framework.
- Utilise multithreading and consistent lead outreach, as appropriate, within both new logos and existing customers to drive business growth
- Conduct consultative and cross-functional discovery calls and act as a Consultant to the Customer to identify their needs and align customer challenges to impact-driven Smartsheet solutions
- Understand & respond to Customer requirements within the highly competitive sales market, including response to RFPs, defining collaboration goals, success criteria and program strategy to achieve results
- Act as a subject matter expert in the features, benefits and application of Smartsheet's products and solutions; educating the customer in how we partner with them to evaluate our software effectively
- Conduct product demonstrations and partner with cross functional teams, including Sales Engineers, Customer Success and internal Consulting, to support complex sales cycles.
- Qualify and prioritise strategic business (80%) while closing and upleveling transactional business (20%) to ensure a healthy pipeline
- Maintain accurate and up-to-date records in Salesforce leveraging MEDDICC qualification guidelines
- Develop detailed strategic account plans aimed at growing Smartsheet footprint across enterprise business units.
- Utilise channel partner network where appropriate to gain customer traction
- Pipeline manage and forecast to exceed quarterly quota's
- Proven sales track record in complex enterprise SaaS environment
- Proven ability to prospect and manage a designated territory to maximise revenue growth
- Experience in strategic account relationship management
- Executive mindset & ability to interact well with senior level corporate management
- Understanding of Solution/Consultative Selling with ability to execute each stage in the sales cycle to advance the sale
- A value and ROI driven sales process focused on customer outcomes is crucial to align with the Smartsheet sales motion
- Promotes the importance of collaboration within and across our business to create, capture, share and maximise value. Interacts effectively with others; is considerate and approachable; values, respects, and welcomes differences and others' perspectives; is mindful of own authority and personal impact.
- Establishes clear goals and priorities; translates strategy into action plans; holds self accountable for performance goals; does what is needed to ensure they consistently deliver an excellent customer experience
- Passion for working with emerging technologies and an ability to understand new technical concepts
- Ability to continuously improve and adopt best practices while holding self accountable in a hybrid workplace
- Required