Associate Account Executive (Remote)

The Associate Account Executive (Remote) is a key Sales team member and works with the Profisee Business Development and Pre-Sales team to identify business challenges, conduct discoveries, demonstrations and impact analysis and monetize the impact of deploying a Data Management solution that aligns with prospects' critical business initiatives to close business and meet sales objectives.
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Within 3 months you will...
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* Gain key foundational knowledge in MDM, use cases, customer stories, 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 and planning effective demonstrations with solution engineers.


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


* Become an expert in research and engagement to lead your own effective demonstrations/presentations.


* Learn how to ensure clarity on the "seven questions

*" to qualify and progress before deals move past stage 3.


* Brush up on or read recommended sales process books, such as Challenger, Solution Selling, etc.

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


* Set up a weekly cadence with BDR and the Profisee extended team and a weekly cadence with key partners to coordinate and drive high-yield opportunities.


* Dedicate at least 8 hours a week to working with partners who can influence leads and business.


* Be accountable for your forecast and deliver within 20% of the week 4 forecast by the end of the quarter, within 10% of week 8 forecast by the end of the quarter.


* Verbal selection and agreement on commercial terms, and paperwork/redlines in-process for all committed deals.


* Maintain discipline in your pipeline (through Salesforce and Clari), timeliness and accuracy is paramount (no fluff, no sandbagging).


* Deliver revenue every quarter by understanding timing and velocity, getting to power, using agreed upon Mutual Evaluation Plans and bringing in appropriate Profisee resources.


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


* Understand competition, including "do nothing" to run effective sales process.


* Put together effective proposals with cost against benefit.


* Understand how to leverage Profisee professional services or partners for a competitive services discovery and SOW delivery.

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Strategically:
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* 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 Profisee can offer.


* Cultivating deep relationships within Mi...