Strategic Enterprise Account Executive, IBM / Kyndryl

Locations: Raleigh, NC or New York Areas

Overview of the Role:

PagerDuty is seeking a Strategic Account Executive to join our dynamic and customer-focused team!  We are looking for a talented sales professional experienced in enterprise, multi-product SaaS software, who will uncover and close PagerDuty product and service opportunities. In this role, you will have the opportunity to drive new business and support our key strategic accounts by embracing PagerDuty's commitment to "Champion the Customer," and you will be responsible for delivering exceptional sales experiences by identifying challenges in customers' environments, and transforming those challenges into business-driven perspectives, while communicating the positive impact of resolving them. This role encompasses the overall success and sales performance of a defined account territory. 

How You Impact Our Vision 

You will be engaging, influencing, and fostering relationships with individuals at various levels within organizations, including individual contributors, mid-level management, and C-suite executives, to drive their digital transformation strategy with leading enterprise customers. Your role will involve:

• Leading a cross-functional account team in developing and implementing detailed account plans/strategies to expand existing relationships and acquire new customers. This involves collaborating with teams such as Marketing, Solution Consulting, Customer Success, Business Value,  BDRs, and  Strategic Alliance teams.
• Maintaining a keen focus on identifying challenges in customers' environments and developing a business-oriented perspective that motivates them to take action in addressing those challenges.
• Generating revenue by selling, managing, and cultivating existing client relationships, and by selling to greenfield accounts. 
• Continuously connecting the dots within your account base to establish executive alignments, foster broad relationships, and engage with targeted teams and leadership.
• Demonstrating the ability to navigate a hybrid business approach that combines a frictionless, transactional sales model with a strategic, large deal selling motion, depending on the situation.
• Prioritizing opportunities and coordinating with your internal team to provide exceptional customer experiences and ensure 100% satisfaction.
• Exceeding monthly, quarterly, and annual quotas.
• Utilizing our sales methodology and processes effectively for lead management and sales forecasting.
• Committing to pipeline generation and conducting thorough account research.

Basic Qualifications:

• At least 7 years of outside software sales experience, which includes 3 years of experience selling at Strategic and/or Enterprise in a multi-product, complex software environment (SaaS, IT infrastructure or similar industries preferred)
• Able to demonstrate methodology to prospect and build pipeline independently and a demonstrated track record of hitting and exceeding sales targets
• Experience leading large and complex sales cycles within Global 2000 Enterprises, with the ability to understand customers’ needs and translate them into tailored solutions 
• Strong presentation, verbal, and written communication skills

Preferred Qualifications:

• Advanced knowledge around DevOps, IT Ops and Platform Engineering
• Familiarity with MEDDICC and Command of the Message
• Strong technical expertise, understanding of engineering culture, and the ability to connect with customers 
• Bachelor's Degree or higher is preferable

The base salary range for this position is 160,000 - 170,000 USD. This role may also be eligible for bonus, commission, equity, and/or benefits. 

Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies and experience. 

Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process.