Major Account Executive
TIBCO | 70860 Sales EMEA Italy | Rome,
As an Enterprise Senior Account Executive you are responsible for selling TIBCO software solutions and services into large-sized enterprise accounts, applying a value driven sales approach. You will be managing the entire sales process from identifying new sales opportunities to deal closure.
You will be working in a fast-paced environment, for a company which is on the leading edge of innovation.
The job holder will be expected to perform the following:-
- Identify and build new business selling into enterprise accounts, with specific focus on Utilities / Energy / Retail sector in France.
- Manage a full-lifecycle consultative sales process to meet quarterly revenue targets
- Understand each customer’s business objectives, technology challenges and issues and partner with Pre-sales to develop solutions
- Produce strategic account plans and work alongside them
- Position TIBCO solutions through strategic value based selling, business case definition, ROI analysis, references and analyst data
- Partner with appropriate internal resources such as Pre-sales, Professional Services, Sales Operations, Legal, Finance etc.
- Develop and maintain a pipeline to ensure future revenue flow
- Provide regular information flow to your management team through Salesforce and sales forecasting
- Maintain professional and technical knowledge by attending educational workshops, establishing personal networks, and participating in professional societies