Major Account Executive

TIBCO Software - New York, NY4.1

Full-timeEstimated: $140,000 - $170,000 a year
Skills
The Major Account Executive will be responsible for selling TIBCO’s solutions to major (large) accounts. They will be responsible for managing TIBCO’s larger accounts as well as large prospects. Our ideal candidate should have a prior background selling Infrastructure/Middleware/BPM, Business Intelligence/Analytics or relevant Enterprise Software. This candidate will be responsible for understanding and helping solve critical business needs.

What You'll Do

Identifying, prospecting and developing new commercial accounts in an assigned list of accounts. Accounts will predominantly be large existing TIBCO customers with a smaller amount of prospects.
Delivering sales presentations to prospects, negotiating contracts, and closing new business opportunities.
Working closely with the pre-sales technical support team and performing assessments to determine customer requirements.
Ultimately, the sales executive is responsible for selling our solutions and ensuring the highest level of support to our customer base, while achieving revenue targets.
Who You Are

Must have 10+ years of software sales experience selling into enterprise accounts. Strong business development, technical presentation skills, and the ability to present technical concepts and business solutions clearly through demonstrations and proposals are required.
Consistent track record of meeting and exceeding quotas.
Candidates must possess strong business development skills, and the ability to manage complex enterprise sales cycles.
Candidates should be able to present technical concepts and business solutions clearly through demonstrations and proposals.
Candidates must have good organizational skills, prospecting and follow-up skills.
Candidates must be very computer literate and internet savvy with a good understanding of Middleware/Infrastructure and/or similar technology.
Candidates must also be able to show a strong track record of consistently over-achieving multimillion-dollar quotas in the vertical.
Required qualities are creative, self-motivated, problem solver, who can work with little direction in a start-up like environment.
Must be willing to travel and possess the ability to work remotely and independently.
Strong track record with consistent employment over the last 5+ years.
This is a senior role with ability to develop and maintain relationships at the CXO level.
Ability to develop and maintain relationships with various LOBs within the organization.