Account Executive, East

This position will be based on the East Coast.

Mission – Why We Exist, What We Do, and Why We Need You

Profisee exists to empower the possibilities of the data-enabled future. In a world where data drives decisions, opportunity, and innovation, the importance of trusted data simply cannot be overstated. Profisee is a growing Microsoft top tier partner focused on data management solutions in general and, more specifically, in the area of Master Data Management.

The Account Executive, East is a key Sales team member and works with the Profisee Business Development and Pre-Sales team to identify business challenges, conduct impact analysis and monetize the impact of deploying a Data Management solution that aligns with prospects’ critical business initiatives. This position will based on the east coast.

Requirements

Your Performance Objectives – What You Will Accomplish

Within 3 months you will...

• Gain key foundational knowledge in processes, team structure, market knowledge, positioning and qualifying, competitive understanding, and shadowing colleagues.
• Gain proficiency in engaging prospects and developing your plan to participate in strategy calls, deep-dive discovery calls.
• Be supported in learning the territory segmentation, and target account planning.
• Become an expert at account-based marketing research and engagement to lead your own effective demonstrations/presentations. 
• Learn how to ensure clarity on the “seven questions*” before deals move past stage 3. 

After 3 months you will build on this by developing and maintaining rolling pipelines (of each quarter) by

Operationally:

• Owning overall pipeline development, and strategically planning out activities by leveraging your own relationships, the BDR team, Profisee Marketing, Profisee Partners, and Microsoft leads.
• Set up a weekly cadence with BDR and the Profisee extended team and a biweekly cadence with key partners to coordinate and drive high-yield opportunities.
• Curate a living target account list with 30 “A” target accounts and 100 “B” target accounts. Personally own penetration into “A” targets. Dedicate at least four hours a week to engaging and prospecting within “A”.
• Develop and deliver creative account-based marketing themes for top five target accounts, leverage BDR and marketing team to execute specific account-based marketing activities into top five accounts each quarter.
• Be accountable for your forecast and deliver within 20% of the week 4 forecast by the end of the quarter, within 10% of week 8 forecast by the end of the quarter.
•   Verbal selection and agreement on commercial terms, and paperwork/redlines in-process for all committed deals.
• Maintain discipline in your pipeline (through Salesforce and Clari), accuracy is paramount (no fluff, no sandbagging).
•   Deliver revenue every quarter by understanding timing and velocity.
• Ensure all active opportunities are progressing through sales stages every month.

Strategically:

• Continue to develop personal mastery of data management knowledge to ensure that you can articulate to prospects and your extended internal and external selling teams the unique business value Profisee can offer.
• Cultivating deep relationships within Microsoft business applications and Data & AI teams, ensuring that our joint value proposition is understood, and teams are enabled to leverage Profisee.
• Create value for customers during the sales cycle to earn the right to a “give to get” relationship during the sales and consistently broaden touchpoints within accounts during the sales cycle.

After one year, you will be successful by...

•  Understand the compelling business problems to solve, the linkage with our solution, and assist your prospect in articulating this value to their key leadership and decision-making/ approval.
• Leveraging the Profisee leadership team to gain access to executive leadership both within and beyond.
• Strategically prioritizing your activities and the investment of your time and your extended team’s time to create leverage points that yield a productive pipeline and deal progression.
•   Leverage prospect asks to gain insights and broader/higher access in order to be in control of the sales cycle.
• Act as “the quarterback” for every opportunity and lead your extended team by defining the winning themes, competitive strategy, opportunities to gain insight or access, etc.
• Ensure dry- r