Senior Account Executive

As a Senior Account Executive for CData, with a focus on CData Arc, you will play a pivotal role in growing the part of our product portfolio related to EDI, MFT, and API Integration, delivered both on-premise, hybrid, and in the cloud. Leveraging your strong understanding of the SaaS landscape and consultative selling skills, you will forge strategic relationships with key decision-makers to understand their unique challenges and position our solutions as indispensable assets to their success. Your main responsibilities will be owning the full sales cycle from opportunity creation to close, including opportunity qualification, sales cycle advancement, and negotiation/close of deals. You will carry a new-booked business (NBB) quota and will be required to execute solution-selling skills.

Location(s): Remote

Key Duties & Responsibilities:

Responsibilities include but are not limited to:

• Prospect, identify, and qualify high-value enterprise accounts within the designated territory.
• Call on and develop relationships with new prospects in an effort to meet and exceed individual and department revenue expectations.
• Develop and execute strategic account plans to penetrate target organizations and drive revenue growth.
• Navigate and balance the needs of multiple stakeholders and initiatives within Key Accounts.
• Conduct in-depth needs assessments and presentations to articulate the value proposition of CData solutions to executives and key stakeholders.
• Collaborate with cross-functional teams, including Sales Engineers, Product Managers, and Customer Success, to ensure seamless onboarding and implementation of solutions.
• Build and maintain a robust sales pipeline, accurately forecasting revenue and effectively managing the sales cycle from lead generation to close.
• Negotiate contract terms, pricing, and SLAs to achieve win-win agreements for both the client and CData.
• Stay informed about industry trends, competitive offerings, and market dynamics to effectively position CData Arc as a market leader.
• Represent CData Arc at industry events, conferences, and networking opportunities to generate leads and foster strategic partnerships.

Qualifications:

• Bachelor’s degree, ideally with strong academic credentials
• Proven track record of success in enterprise sales, with a minimum of 7 years of experience in EDI and MFT or related technology sales.
• Ability to analyze and manage opportunities to accurately forecast monthly and quarterly sales bookings.
• Effective at integrating knowledge from prospecting, consultative selling, negotiating contracts, operation/process flow, and product function
• Exceptional communication, presentation, and negotiation skills, with the ability to articulate technical concepts to non-technical audiences.
• Strategic thinker with a results-driven mindset and a passion for exceeding sales targets.
• Strong sense of initiative and personal leadership demonstrating the ability to function independently while contributing to team initiatives
• Strong business acumen, ethics and high integrity, highly motivated and goal-oriented
• Proficiency in CRM software (e.g., Salesforce) and other sales productivity tools.
• Familiarity with a high outbound call volume and high talk time sales environment
• Willingness to travel up to 15% of the time as needed.