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Trigence Account Executive (AE)
Close revenue (product licenses and services) by identifying, developing, and managing opportunities in Enterprise accounts through a primarily direct sales model. Effectively utilize and leverage strategic business partners and resellers, global integrators, and consulting services organizations. Requires prior experience in strategic selling and large account sales within a direct sales model while leveraging partnership relationships.
Must possess executive-selling skills to build account relationships at the CIO/CTO/VP level while engaging tactically at the business executive and staff level within divisional or departmental IT initiatives. Requires proven experience in identifying and driving opportunities within the enterprise, culminating in negotiating complex licensing contracts within the context of the enterprise’s procurement practices.
Primary Responsibilities:
- Identify revenue opportunities in target Enterprise accounts, develop sales plans, and execute to close revenue.
- Meet or exceed revenue quota objectives in assigned territory for products and services.
- Build strong, business relationships with enterprise accounts reflecting the overall strategy of Trigence.
- Leverage partner relationships to execute on Trigence’s sales strategy and to accelerate achievement of revenue.
- Position and insure Trigence is a strategic solution within the Enterprise Infrastructure.
- Develop understanding of the Enterprise procurement and internal approval process resulting in a successful closing plan and mobilization of internal Trigence resources.
- Communicate account status within the Trigence “need to know” organization and leverage internal resources wisely for maximum execution.
- Become proficient in Trigence ROI tool to support business case justifications of Trigence AE.
- Submit timely reports and keep forecasts up to date.
Qualifications and Requirements:
- Knowledge of strategic/large account sales techniques and processes including the ability to understand customer needs, overcoming objections, return on investment analysis, and ability to negotiate complex licensing contracts.
- Proven track record of closing large (100k to multi-million $) software deals.
- Understanding and related experience in Trigence’s market and knowledge of complementary hardware and software solutions.
- Experience in maintaining solid business relationships in enterprise accounts as well as experience working with strategic partners to mutual closing advantage.
- Communications and presentation skills - excellent oral and written communications skills a must; ability to tailor presentation and content of solutions as appropriate to executive and business focused audiences as well as technical staff.
- Team Approach - ability to work with corporate staff from multiple organizations (Inside Sales, SE’s, Exec.’s, Consulting services, etc.) to effectively maximize revenue and customer satisfaction within assigned accounts.
- Work Ethic, Attitude and Follow-through - Commitment to excel and positive attitude combined with energy and enthusiasm.
- Demonstrated ability to manage time and follow-through required to meet business plan and revenue goals within assigned accounts.
- Travel - Ability to travel as appropriate to manage and close opportunities within assigned territories.
Minimum Experience Requirements:
- Bachelor’s degree or equivalent experience preferred.
- Prior large account/executive selling experience - Minimum 10 years industry experience with 10 years in software sales.
- Proven track record in closing complex enterprise sales in excess of six figure revenue value.
- Proven track record in identifying enterprise opportunities and building a predictable pipeline with ability to accurately forecast.
- Knowledge of the territory with “go-to” accounts and familiar contacts for accelerated sales cycles.
Send your resume to careers@trigence.com.
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