To support our expansion and continuous growth trajectory, we are seeking an Enterprise Account Executive with proven new business sales experience looking to further their career in a fast paced dynamic environment.
What You'll Do
As an Enterprise Account Executive you will be selling TIBCO rich portfolio of leading software solutions Integration, Cloud, Data Management, Analytics, Data Science -
into enterprise accounts within your territory and be responsible for managing the entire sales process from identification to deal closure with a value driven sales approach.
You will be working in a fast-paced environment, for a company which is on the leading edge of innovation.
To succeed you will : -
Meet and exceed quarterly revenue targets by driving new opportunities and selling software solutions into enterprise accounts
Understand in depth each customer’s business objectives, challenges and issues.
Position TIBCO solutions through strategic value based selling, business case definition, ROI analysis, references and analyst data.
Cross-collaborate with different departments / divisions within TIBCO to manage the end to end sales process through engagement of appropriate resources such as Pre-
sales, Professional Services, Sales Operations, Legal, Finance etc.
Develop and maintain a pipeline through a combination of cold calling and market sector knowledge / intelligence to ensure over-achievement.
Maintain operational excellence on a weekly basis by accurate forecasting and information flow to your management team.
Maintains professional and technical knowledge by attending educational workshops, leveraging eLearning sessions, establishing personal networks, and participating in professional societies
Update and maintain Salesforce.com with accurate customer and pipeline data.
Willing to travel as and when required
Who You Are
Extensive, relevant experience selling complex software solutions gained within a global enterprise software or SaaS organisation offering a complex set of solutions and services to the any of the following verticals in FSI, Telecommunications, Government
Experience selling Integration, Analytics or Data management Software Technology in Indonesia
Proven ability to manage net new business as well as develop existing business opportunities
Be inventive and creative in your approach to selling, create superior customer value propositions and invent new ways to satisfy customer demands.
Active network of C-level contacts among Fortune 500 companies or equivalent with the ability to influence decision makers
Ability to manage a lengthy and complex sales cycle and proven ability to identify, qualify, develop and close opportunities
Demonstrable track record of sales over achievement
Credibility at all levels and evidence of building strong relationships internally and with the customer
Have a good technical knowledge of the product groupings and marketplace in order to speak directly with Business Leaders, CIOs, CTOs and Senior Level Architects
Experience and preference for working in a US sales culture / environment with the associated cyclical pressures
Structured and rigorous yet able to take risks where necessary solutions minded