Senior Account Executive
AvepointLondon, CanadaPosted 2h agoonsite
via Arbeitnow
<p><span data-contrast="auto"> </span><span data-ccp-props="{}"> </span></p>
<p><span data-contrast="auto">Are you looking for a role where you can truly influence and manage your own book of business in a collaborative sales environment? We believe in entrepreneurialism and empower you to make decisions that will grow our business. We will provide you with all the resources needed to be a successful high-earning sales executive. </span><span data-ccp-props="{}"> </span></p>
<p><span data-contrast="auto">The Senior Account Executive is responsible for driving ARR growth across a defined portfolio of strategic enterprise accounts. This role combines new business acquisition, account expansion and executive relationship management to help customers solve complex business challenges around data protection, governance, AI readiness and operational resilience. The successful candidate will create and execute territory and account plans, lead complex sales cycles, develop executive-level relationships and work collaboratively with partners and internal stakeholders to consistently exceed revenue targets.</span><span data-ccp-props="{}"> </span></p>
<p><strong><span data-contrast="auto">Key responsibilities: </span></strong><span data-ccp-props="{}"> </span></p>
<ul>
<li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="auto">Develop and execute a territory plan to create pipeline, acquire new customers, expand strategic accounts and consistently exceed ARR and ACV targets.</span><span data-ccp-props="{}"> </span></li>
</ul>
<ul>
<li data-leveltext="" data-font="Symbol" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="auto">Act as a trusted advisor to C-level and senior technology leaders by providing industry insight, business value justification and strategic guidance around data protection, governance, AI readiness and digital workplace transformation.</span><span data-ccp-props="{}"> </span></li>
</ul>
<ul>
<li data-leveltext="" data-font="Symbol" data-listid="3" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="auto">Using competitive analysis to educate customers on the value of our solutions </span><span data-ccp-props="{}"> </span></li>
</ul>
<ul>
<li data-leveltext="" data-font="Symbol" data-listid="4" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="auto">Continuously pursuing quota goals by working directly with the customer during negotiations </span><span data-ccp-props="{}"> </span></li>
</ul>
<ul>
<li data-leveltext="" data-font="Symbol" data-listid="5" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="auto">Working with a virtual account team to deploy the customer engagement lifecycle, that include; Marketing for lead generation, Business Development Representatives for lead qualification, Pre-sales Engineers for technical support, and Customer Success Managers for renewals after the initial sale </span><span data-ccp-props="{}"> </span></li>
</ul>
<ul>
<li data-leveltext="" data-font="Symbol" data-listid="6" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="auto">Attending and participating in customer team meetings and communicating regularly with professional services and engineering staff to ensure customer satisfaction </span><span data-ccp-props="{}"> </span></li>
</ul>
<ul>
<li data-leveltext="" data-font="Symbol" data-listid="7" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="auto">Leveraging existing industry partnerships to grow AvePoint’s presence in your region and establishing proactive relationships with influential people, both with the customer and other third parties </span><span data-ccp-props="{}"> </span></li>
</ul>
<ul>
<li data-leveltext="" data-font="Symbol" data-listid="8" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="auto">Handling post-sales support issues for customers, e.g. escalation of support calls, identifying additional training needs, etc. </span><span data-ccp-props="{}"> </span></li>
</ul>
<p><span data-contrast="auto">Act as the voice of the customer and provide market feedback to product, marketing and leadership teams.</span><span data-ccp-props="{}"> </span></p>
<p><span data-contrast="auto">Identify expansion opportunities across AvePoint's portfolio, including Data Security, Governance, Backup, AI and Operational Resilience solutions.</span><span data-ccp-props="{}"> </span></p>
<p><span data-contrast="auto">Work closely with strategic partners including Microsoft, Systems Integrators and channel partners to accelerate growth and customer success.</span><span data-ccp-props="{}"> </span></p>
<p><span data-contrast="auto">Deliver accurate forecasting and maintain high levels of CRM discipline and opportunity management.</span><span data-ccp-props="{}"> </span></p>
<p><span data-contrast="auto">Lead complex multi-stakeholder sales cycles from qualification through negotiation and closure.</span><span data-ccp-props="{}"> </span></p>
<p><span data-contrast="auto">Create and advance qualified pipeline through direct prospecting, partner engagement, marketing initiatives and executive networking.</span><span data-ccp-props="{}"> </span></p>
<p><span data-contrast="auto">Develop multi-year account plans aligned to customer business priorities and digital transformation initiatives.</span><span data-ccp-props="{}"> </span></p>
<p><span data-contrast="auto">Build and maintain executive relationships across assigned enterprise accounts.</span><span data-ccp-props="{}"> </span></p>
<p> <br><strong><span data-contrast="auto">What You Bring to the Team</span></strong><span data-ccp-props="{}"> </span></p>
<p><span data-contrast="auto">We look for people who value agility, passion and teamwork; those who can bring fresh ideas to the table and want the opportunity to learn, grow, and expand their careers. Bring your aptitude and build upon what you do best for our customers, partners, team, and you. </span><span data-ccp-props="{}"> </span></p>
<p><span data-contrast="auto">As an SAE, you are tasked with bringing in new business with our largest customers. You need to be highly competitive and a strategic thinker with the ability to spot new opportunities that generate revenue. You are someone who has a strong sense of urgency and accountability to execute the full sales cycle, and you take pride in seeing your hard work and strategy development pay off when you see the final results. </span><span data-ccp-props="{}"> </span></p>
<p><span data-contrast="auto">Other qualities you’ll need to be a fit for this role include: </span><span data-ccp-props="{}"> </span></p>
<ul>
<li data-leveltext="" data-font="Symbol" data-listid="9" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="auto">University degree or equivalent experience </span><span data-ccp-props="{}"> </span></li>
</ul>
<ul>
<li data-leveltext="" data-font="Symbol" data-listid="10" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="auto">7+ years of enterprise software sales experience with a proven track record of exceeding quota within large and complex accounts.</span><span data-ccp-props="{}"> </span></li>
</ul>
<p><span data-contrast="auto">Demonstrable success selling six and seven-figure software and services opportunities.</span><span data-ccp-props="{}"> </span></p>
<p><span data-contrast="auto">Experience building executive relationships with CIO, CTO, CISO, Digital Workplace and Data Governance leaders.</span><span data-ccp-props="{}"> </span></p>
<p><span data-contrast="auto">Experience selling Microsoft, SaaS, cloud or enterprise data management solutions.</span><span data-ccp-props="{}"> </span></p>
<p><span data-contrast="auto">Strong account planning, territory planning and forecasting skills.</span><span data-ccp-props="{}"> </span></p>
<p><span data-contrast="auto">Ability to influence and coordinate virtual teams across sales, pre-sales, customer success, marketing and partner organisations.</span><span data-ccp-props="{}"> </span></p>
<p> </p>
<ul>
<li data-leveltext="" data-font="Symbol" data-listid="12" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="auto">Exposure to virtual account team selling environment </span><span data-ccp-props="{}"> </span></li>
</ul>
<ul>
<li data-leveltext="" data-font="Symbol" data-listid="13" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="auto">Executive level relationship selling experience </span><span data-ccp-props="{}"> </span></li>
<li data-leveltext="" data-font="Symbol" data-listid="14" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"multilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="auto">General familiarity with selling methodologies and processes </span><span data-ccp-props="{}"> </span></li>
</ul><div class="content-conclusion"><p><span data-teams="true"><span class="ui-provider a b c d e f g h i j k l m n o p q r s t u v w x y z ab ac ae af ag ah ai aj ak">Any personal data you share with us during the application process will be processed strictly in compliance with applicable data protection laws and our <a id="menur12n" class="fui-Link ___1q1shib f2hkw1w f3rmtva f1ewtqcl fyind8e f1k6fduh f1w7gpdv fk6fouc fjoy568 figsok6 f1s184ao f1mk8lai fnbmjn9 f1o700av f13mvf36 f1cmlufx f9n3di6 f1ids18y f1tx3yz7 f1deo86v f1eh06m1 f1iescvh fhgqx19 f1olyrje f1p93eir f1nev41a f1h8hb77 f1lqvz6u f10aw75t fsle3fq f17ae5zn" href="https://www.avepoint.com/company/privacy-notice" target="_blank">Privacy Notice</a>.</span></span></p></div>
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