Account Executive - Federal

Account Executive - Public Sector (Federal)

OneStream Software LLC

Location:                          Remote, United States

Employment Type:         Full-Time

Compensation:               $137,500.00 (range applied to US candidates only) + Benefits/Variable Comp/Equity - range may vary based on experience

Benefits Offered:            Vision, Medical, Life, Dental, 401K

 

ABOUT THE JOB

The Account Executive is responsible for the sale of OneStream SaaS solutions within a specified territory.

OneStream is looking for an experienced, proactive sales professional to manage and grow existing customer relationships
through subscription renewals and expansion, uplifts and cross-selling of additional solutions. The role will be responsible for
strategic planning and account management across a designated sales territory and will be expected to take full ownership within
this territory. The role requires Account Executive to successfully retain and grow the existing solution footprint and meet and
ideally exceed your quota. The ideal candidate will have a strong understanding of SaaS sales and a proven track record in sales
within an existing account base.

Please note, this role will require frequent travel.

 

PRIMARY DUTIES AND RESPONSIBILITIES

• Opportunity Identification: Proactively identify new sales opportunities within the existing customer base by understanding their evolving needs and challenges and OneStream’s value proposition.

• Upselling and Cross-Selling: Introduce additional products or services that meet the evolving needs of our customers, driving upsell and cross-sell opportunities.

• Internal Reporting: CRM knowledge transfer, sales pipeline management, and proposal preparation.

• Self Sourced Pipeline: Grow pipeline via direct efforts / prospecting, as well as via business partners such as Customer Success, Business Development, Marketing, and Alliances.

• Be Business Partner to your Customers: Provide proactive and consultative guidance that will add value to their business objectives, ensuring high retention and net revenue growth for OneStream. This is executed by developing a thorough understanding of your customers' position in the market, their product/service, points of difference and competitive landscape.

• Position OneStream: Articulately and effectively convey the OneStream value proposition via written, virtual and in- person presentations, by leveraging custom business cases, marketing assets and customer success stories.

• Enable your Customer Champions: Prepare joint business cases that align prospects’ and customers’ business objectives with OneStream’s solutions and value proposition and leverage them in sales cycles to establish and build alignment to support revenue generation. Achieve sales targets.

• Develop and execute business plans to achieve sales targets.

• Accurately track and forecast sales opportunities.

• Grow pipeline via direct efforts / prospecting, as well as via business partners such as Customer Success, Business      Development, Marketing, and Alliances.

•  Ensure timely and accurate knowledge transfer across internal teams, such as Business Development, Pre-Sales,  Alliances, and Customer Success, as well as to external collaborators such as Customers, Prospects, and Alliance Partners.

•  Assess prospects’ and customers’ needs for OneStream offerings via research, discovery sessions and solution demonstrations.
• Prepare joint business cases that align prospects’ and customers’ business objectives with OneStream’s solutions and value proposition and leverage them in sales cycles to establish and build alignment to support revenue generation.
• Prepare proposals and SaaS agreements to prospects and customers to drive sales.
• Identify opportunities for OneStream use case expansion within customer accounts to drive additional revenue.
• Develop comprehensive proposals in response to client and prospect requests.

 

 

QUALITIES OF A SUCCESSFUL CANDIDATE

REQUIRED EDUCATION AND EXPERIENCE

• Minimum 3-5+ years’ experience as a sales manager, sales representative or a related occupation specifically in B2B selling across the Enterprise accounts. Candidates with less ye