Strategic Account Executive

We create digital momentum in the organizations we work with. We do this by helping them build better digital products. Realizing the next phase of an organizations digital journey requires more than just great technology. At gravity9, we have a different approach. With deep experience and personality, our team of designers and engineers unite art and science, to realize the next chapter in an organizations digital journey. We are just getting started!

Role Description

We are looking for an energetic, sharp, and driven Strategic Account Executive to further grow our US direct sales and partnership channels. The ideal candidate is familiar with the software sales process, comes from a technology background (e.g. a former software developer), can execute a sales process end-to-end, works in concert with a Sales Engineer and company leadership, and has a positive attitude.

The individual will work with our global sales organization to create, identify, and qualify sales opportunities, collaborate with partner contacts on potential engagements, spending time developing partner relationships, advancing the sales process on in-flight opportunities, and closing sales to produce company revenue.

The individual will have a base compensation and will be measured on one revenue booking target aggregated across all channels, which will correspond to a variable component of overall compensation. The specific ratio of base-to-variable compensation will be decided upon hire, but may resemble a 50/50 split.

Key responsibilities for the role include:

• Independently producing a pipeline of prospective opportunities through direct lead generation, direct sales channels, and partner sales channels.
• Identifying and nurturing new lead sources and partnership opportunities.
• Driving of the sales process through early qualification through to engagement estimation, proposal, and deal closure.
• Construction and delivery of effective proposals, statements of work, and contract management
• Collaboration with the global sales team and sales engineers to analyze and deliver proposals to our partner network and/or their respective clients.
• Being a representative of our organization to our partner channels; presenting delivery insights with our partner network and educating our network on our unique market placement, and to become aware of sales opportunities and partner campaigns.
• Outreach to direct prospects based on targeting and market research, and partnering with the Marketing team to help drive related campaigns.
• Developing and refinement of sales materials, offerings, and assets, and presenting them to partner stakeholders and leadership.

Role requirements and experience

This role will suit a highly capable Strategic Account Executive with at least three years’ experience in the sales domain or working with company partners. Skills and experience must include:

• Carrying forward of the gravity9 sales process, including outreach to prospects, initial conversations with potential buyers, drafting of engagement paperwork, contract assessment, and execution of contracts.
• Independent development of a pipeline of sales opportunities, in concert with marketing efforts and self-directed outreach.
• Contribute towards the construction of proposals and pre-proposals to clients, collaborating  with the global sales team in a distributed way.
• A willingness to learn partner products and capabilities, and educating the wider gravity9 organization.
• Strategic and organized communication cadences with prospects, including with the partner network
• Strong negotiation skills
• Strong experience working in a globally-distributed organization
• Sharp analytical and problem-solving skills
• Excellent organizational and time management skills
• Ability to travel within the US  (estimated at 15-25% of the time).
• Attention to detail

Key attributes and behaviors to succeed in this role will be:

• Sales focus - strong understanding of a software services sales process, identification of viable opportunities, knowing when to pursue other leads, and ensuring there is a healthy intake of opportunities for evaluation.

• Technology background -- software development experience (or knowledge of the software development lifecycle) is strongly desired, including Agile development process and principles.

• Exemplary standards of personal integrity and respect for others – professional approach to all aspects of client interaction, able to quickly build relationships based on trust and transparency.
• Value driven - Creative thinking, with aptitude for innovation and strong desire to exceed client expectations.
• Self-directed – the role will require distributed execution of our sales process requiring a great deal of independence across our growing organization.
• Communication -- Strong presentation and written and verbal communication are essential in this sales role.

Energy – positive attitude and determination to learn and succeed; you don’t complain.

Tags