Strategic Enterprise Account Executive - Articulate
View Company Profile- Job Title
- Strategic Enterprise Account Executive
- Job Location
- United States
- Job Description
- Articulate is seeking a Strategic Enterprise Account Executive (SEAE) to join our amazing team. The Articulate 360 Strategic Enterprise Account Executive (SEAE) has a history of surpassing quota, acquiring new customers and expanding existing accounts.The SEAE will primarily operate in an outbound engagement role, calling on large enterprise level prospects and customers. Success will be achieved by having productive interactions with these prospects that lead to Articulate revenue and happy customers.What You'll Do:
- Take control of the sales process by understanding prospect pain points, challenging prospect assumptions, creating constructive tension, providing commercial teaching, and closing Articulate 360 sales
- Manage pipeline by proactively leading prospects through the sales process using MEDDPICC & Challenger Sales methodologies
- Teach prospects about their industries and offer unique insights that cause prospects to think differently about their business.
- Conduct needs analysis with prospects and provide product demonstrations that solve the needs of the prospect
- Use insights and consultative selling techniques to teach prospects about their industry and offer unique perspectives on their business, linking back to Articulate solutions
- Develop and execute strategies to grow Articulate 360 and Rise.com seat count within large, multinational companies
- Develop and execute strategies for acquiring net-new customers among large, multinational companies
- Build relationships using remote-based communications (phone, video conferences, email)
- Communicate the value proposition of Articulate products, overcoming objections and beating out competitors Host customized web demos that showcase Articulate products’ benefits that solve customer problems
- Work with internal Articulate teams to define additional resources needed during the sales cycle
- Share winning sales strategies and tactics with our sales enablement manager to train other team members on successful approaches
- Share objections and roadblocks to executive management that prevents success
- Create and manage an opportunity pipeline in Salesforce
- Be accountable for sales results
- Represent Articulate at e-learning association conferences to promote Articulate solutions
- Other duties, responsibilities, and activities may change or new ones may be assigned at any time with or without notice.
What You Should Have:- 8+ years of Sales experience
- 5+ years of exceptional success selling SaaS products into complex, large, enterprise accounts
- Challenger-based sales training and experience
- Experience and success with team selling
- Highly adept at navigating complex organizations and building relationships
- Self-motivated, with the ability to work individually and in a team environment
- Knowledge of third-party data sources and sales tactics to identify ideal prospects within accounts
- Comfort in and proven ability in making cold-calls and managing a sales outbound sequence
- Excellent communicator who enjoys prospect interactions
- A can-do, tenacious winner who hates losing
- Very self-motivated and self-directed
- Ability to negotiate nonstandard deals
- Highly competitive, while also ethical and kind
- Thoughtful, trustworthy doer
- BA/BS degree or equivalent experience
Nice to Haves:- Knowledge of the SaaS Software industry, as well as experience with Salesforce.com, Outreach, ZoomInfo, LinkedIn SalesNavigator
- Experience with MEDDPICC and Challenger methodologies
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Articulate Company Size
Between 200 - 500 employees
Articulate Founded Year
2002
Articulate Total Amount Raised
$1,500,000,000