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Domo // micro investing app
Sales, Full Time    London, United Kingdom    Posted: Thursday, June 06, 2019
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Enterprise Sales Account Executive

Location: London, UK. Covering EMEA Region

Position Summary:

Domo is seeking an Enterprise Sales Account Executive to drive strategic sales initiatives into enterprise accounts. The territory represents companies with revenues greater than $1bn in the UK&I region. Responsibilities include prospecting, qualifying, selling & closing new logo business into prospects & installed accounts. This is a new business hunter, individual contributor role with quota carrying responsibility.

Key Responsibilities:

  • Drive complex, enterprise wide sales cycles & effectively present Domos value proposition to both C-level business & IT stakeholders
  • Meet & exceed direct sales goals within assigned territory
  • Prospect, develop & close new business while creating satisfied & referenceable customers
  • Manage all aspects of the sales process including lead generation, qualification, evaluation, close & account care
  • Acquire & maintain a thorough working knowledge of the companys software platform & services & a deep understanding of their applications
  • Effectively position & sell Domo to clients through initial phone conversations, face-to-face meetings, & product demonstrations
  • Research the customer environment to create effective business impact models, build business cases, ROI & TCO models
  • Ensure that all stages of the sales cycle are undertaken effectively to achieve the required results whilst adhering to Domos chosen sales methodology - MEDDIC
  • Manage an individual sales pipeline to ensure an appropriate mix of prospects, new business opportunities & firm proposals
  • Work strategically with Inside Sales to develop a territory & target account plan to create a healthy pipeline that will yield overachievement in booking targets
  • Orchestrate & manage team selling efforts between Sales Engineering & Professional Services
  • Identify & manage risk in his/her business activities & take responsibility for reporting risks in a timely, open & appropriate manner
  • Forecast, manage & update pipeline activities using Domos CRM tool

Job Requirements:

  • Extensive experience of quota-carrying sales of SaaS or premise-based business applications or software platforms into large enterprises
  • Extensive experience in prospecting, driving, & closing complex enterprise sales cycles
  • Demonstrable track record of consistent over-quota sales performance
  • Proven track record of senior level stakeholder engagement on complex IT & Business-led opportunities with referenceable client wins
  • Experience in Business Intelligence, CRM, ERP enterprise software sales
  • A self-starter who can effectively work within a strong team culture while being independent in managing his/her business
  • Experience with sales methodologies such as MEDDIC, Challenger, Sandler
  • Ability to work in a fast pace, open, collaborative, passionate & driven environment
  • Ability to manage multiple priorities effectively, network internally to get things done & be accountable for his/her decisions
  • Negotiate effectively based on business value & time to close
  • Working knowledge of Business Intelligence competitor products, Data Preparation, ETL, Database, Analytics & Enterprise Data Warehouses. Understanding of Big Data is preferred
  • Demonstrable knowledge of key Return on Investment & Total Cost of Ownership principles
  • Degree educated or equivalent
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