The Enterprise Account Executive will drive sales growth at Sumo Logic by targeting and managing relationships with new and existing enterprise customers. This role requires a proven sales professional with a track record of exceeding quotas, handling both high-velocity and complex deals, and collaborating with cross-functional teams and channel partners to close end-to-end sales cycles.
What You'll Do
- Target, manage and sell to new and existing customers, exceed revenue quota goals.
- Demonstrate the ability to address each customer and partner's unique needs, while providing them with the relevant information and appropriate solutions.
- Working alongside your dedicated Pre-Sales Engineer deliver compelling demo’s, discovery and technical solutions that meet the customers business and technical needs
- Align with your dedicated SDR to create compelling outreach campaigns and generate sales pipeline.
- Qualify and manage inbound leads in order to process through the sales funnel.
- Close and process all prospects, managing an end-to-end sales lifecycle working alongside our talented Pre-Sales Engineers, Professional Services, Sales operations, deal desk, legal and marketing teams
- Engage with Channel Partners and Alliances to extend market reach.
- Work closely with our Customer Success Team for client reviews.
- Create and deliver accurate sales forecasts.
- Provide timely and insightful input back to other corporate functions, particularly product management and marketing.
What We're Looking For
- Demonstrable sales experience selling B2B software applications; on-demand/SaaS, Security Solutions & IT Infrastructure Management solutions.
- Proven track record of selling to both a technical audience like IT Operations, Security, and Dev/Ops leaders and practitioners, as well as engaging with Economic Buyers C-level and Procurement teams.
- Deliver oral and written communications that are impactful and persuasive with their intended audience
- Build compelling presentations in conjunction with SE’s for PoV’s, Pro Services and commercial business cases
- Act in ways that demonstrate customer focus and satisfaction by building effective relationships with customers and prospects. Identifying, meeting and exceeding customer expectations, by treating customers with dignity and respect.
- Manage territory, considering each and all accounts, collectively. Establish accurate plans and forecast, prioritise efforts, generate short term results whilst holding a long term perspective to maximise overall territory viability.
- In-depth knowledge of given industry and relevant marketplace; can speak with authority, e.g., on industry trends, best practices, competitive practices, regulatory issues, etc.
- Thrive in a fast-paced, high-growth and rapidly changing industry.
- Passionate about technology to resolve customer problems and operates as a team player, who communicates effectively, and works well in a winning but positive team environment.
- Experienced in company applications such as CRM SFDC and is consistent and timely delivering key tasks such as forecasts, completing enablement training and attending essential company meetings, town halls.
- Good understanding of sales methodologies such as Meddpicc, sales challengers or other sales methods.
Technical Stack
- CRM SFDC
Team & Environment
- Dynamic but empathetic, and caring culture - all SUMO’s are respected across the world and celebrate diversity
- Creative and innovative Leadership team who are engaged with our field sales teams
- A growing client base, - we are challenging the traditional & legacy ISV’s in this space
- We have won over 60+ awards as one of the best places to work!
- An award winning and truly powerful SaaS Analytics platform, in Gartner MQ for both Security & Observability
Benefits & Compensation
- Excellent remuneration package with quarterly wellness days and other benefits
- Opportunity to earn with an excellent commission complan, built in accelerators, exciting quarterly SPIFFs, President Club, and other awards
- Full Onboarding and enablement to develop your skills and continuous learning
Work Mode
Remote
EEO: ...
