**Must be located across ET, CT or MT time zones

Brief Description

The Account Executive (Remote) is a key Sales team member and works with the Business Development and Pre-Sales team to identify business challenges, conduct impact analysis and monetize the impact of deploying a Data Management solution that aligns with prospects’ critical business initiatives

Your Performance Objectives –

What You Will Accomplish Within 3 months you will...

· Gain key foundational knowledge in processes, team structure, market knowledge, positioning and qualifying, competitive understanding, and shadowing colleagues.

· Gain proficiency in engaging prospects and developing your plan to participate in strategy calls, deep-dive discovery calls.

· Be supported in learning the territory segmentation, and target account planning.

· Engaging with partners and opportunities while building your pipeline.

After 3 months you will have built on this by developing and maintaining rolling pipelines (of each quarter) by Operationally:

· Owning a region and be responsible for target accounts and partner relationships

· Owning overall pipeline development, and strategically planning out activities by leveraging your own relationships, the BDR team, Marketing, Partners, and Microsoft leads.

· Set up a weekly cadence with BDR and the extended team (BDR team and Partner Account Managers) and a biweekly cadence with key partners to coordinate and drive high-yield opportunities.

· Dedicate at least four hours a week to prospecting to maintain the goals and metrics.

· Maintain goals and metrics

· Maintain accountability for forecast and forecast accuracy within 15%.

· Maintain discipline in a timely and accurate documentation of your pipeline (through Salesforce and Clari) on a daily basis.

· Deliver revenue every quarter by understanding timing and velocity.

· Ensure all active opportunities are progressing through sales stages every month.

Strategically

· Apply principles of MEDDPICC

· Continue to develop personal mastery of data management knowledge to ensure that you can articulate to prospects and your extended internal and external selling teams the unique business value.

· Cultivating deep relationships within Microsoft business applications and Data & AI teams, ensuring that our joint value proposition is understood, and teams are enabled to leverage.

· Create value for customers during the sales cycle to earn the right to a “give to get” relationship during the sales and consistently broaden touch points within accounts during the sales cycle.

You will be successful by...

· Understanding the compelling business problems to solve, the linkage with our solution, and assist your prospect in articulating this value to their key leadership and decision-making/ approval.

· Leveraging the leadership team to gain access to executive leadership both within and beyond.

· Strategically prioritizing your activities and the investment of your time and your extended team’s time to create leverage points that yield a productive pipeline and deal progression.

· Leverage prospect asks to gain insights and broader/higher access in order to be in control of the sales cycle.

· Act as “the quarterback” for every opportunity and lead your extended team by defining the winning themes, competitive strategy, opportunities to gain insight or access, etc.

· Ensure dry- runs and team collaboration for message consistency and flawless to enhance control of the internal and customer-facing agendas.

· Flawlessly control your deals, ensure CRM accuracy, and drive communication among all team members and stakeholders.

Competencies – What We Are Looking For Achiever Pattern:

Consistently exceeds quota by taking responsibility, owning the details, and having a sense of urgency to go above and beyond in delivering personal and company objectives.

Bring solid experience selling business-oriented applications/tools or analytics platforms versus selling infrastructure or services.

Your deals should average around $200K (annual subscription) with a sales cycle average of 4-9 months.

Value Selling and Executive Presence: You should have experience in understanding and articulating real-world business value across the Healthcare vertical, including Pharma, Life Sciences, Hospital & Health Systems, Health Tech, etc., (increased revenues and/or reduced costs) versus feature/function selling and present to stakeholders in an articulate, polished, well-communicated format, verbally and in writing.

Desire for Expertise: You should understand the fundamentals of modern IT architecture (ability to whiteboard out typical systems and data concepts). You should have a proactive interest in becoming a subject matter expert in the master data management marketplace with the desire to understand the core solution capabilities, use cases, and competitive advantage.

Fast Paced Environments: You thrive in a fast-paced environment where you work with a sense of urgency. These kinds of environments energize you and you know how to use your time. You make things happen!