Sales Manager - Altium 365

<h4><strong></strong></h4> <h4> </h4> <h4> </h4> <h4><strong>⚡️ Why Altium?</strong></h4> <p>Altium is transforming the way electronics are designed and built. From startups to world’s technology giants, our digital platforms give more power to PCB designers, supply chain, and manufacturing, letting them collaborate as never before.</p> <ul> <li>Constant innovation has created a transformative technology, unique in its space</li> <li>More than 30,000 companies and 100,000 electronics engineers worldwide use Altium</li> <li>We are growing, debt-free, and financially strong, with the resources to become #1 in the EDA industry </li> </ul><h4><strong>About the Opportunity: </strong></h4> <p>The New Initiatives Account Executive is a foundational role on the team that is ensuring Altium’s continued growth. In this role, you will drive strategic initiatives for Altium by effectively positioning new products on our Cloud Platform by targeting a set of prospective and existing accounts. Success in this role requires a consultative approach to deeply understanding our customers' challenges and goals. Ultimately you will be responsible for identifying and selling the solution packages that help our customers reach their business objectives and blaze new trails within their organizations. You play a critical part in our Cloud go-to-market strategy, and you will be set up for success within a fast paced, collaborative, and inclusive culture.</p> <h4><strong>Who you are and what you’ll need for this position:</strong></h4> <p>You are a self-starter and an innovator. You will establish relationships within a defined set of accounts to achieve net new revenue growth targets for your given territory. By leveraging analytics, case studies, past performance, and market intelligence, you will create a territory plan and craft your own target account strategies. You will then apply these strategies and leverage your extended sales team and partner ecosystem to sell the value and long-term ROI of one or more of our industry leading solutions.</p> <p>Post-sale you will lead in orchestrating the transition of these accounts as well as the sales playbook to our established digital and enterprise sales teams as you continue to focus on new initiatives.</p> <h4><strong>A Day in The Life of Our Account Executive: </strong></h4> <ul> <li>Strategic product planning - Follow a disciplined and analytical approach to planning and maintaining a use portfolio of use cases and effectively positioning the platform. Keep pipeline current and progressing and provide effective feedback on strategic considerations such as pricing and positioning.</li> <li>Sales strategies - Develop effective and specific account plans to maximize new product revenue growth. Develop and leverage relationships throughout our strong based of existing accounts and in your net new customer accounts to drive strategy through organization.</li> <li>Creative marketing and prospecting – Think outside-the-box to cultivate awareness of the Altium vision. Strong planning and execution of targeted campaigns for your territory.</li> <li>Customer Acumen - Actively understand each customer’s strategic growth plans, technology footprint and corresponding technology strategy, internal challenges and competitive landscape. Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.</li> <li>Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.</li> <li>Account Transition – After successfully closing your initial sale, you will orchestrate the transition of the account to our Digital Sales or Enterprise team.</li> <li>Net New Revenue, Adoption and Conversion – Execute on new business revenue goals for the organization, while closely working with our CSM and support organizations to ensure effective adoption.</li> </ul> <p><strong>To be successful in this role you have:</strong></p> <ul> <li>Proven track record of positioning SaaS / PaaS products and/or Management Consulting, with a demonstrated ability to generate new business at new accounts, especially in startups.</li> <li>Ability to understand broad, macro-level business needs for a prospective client.</li> <li>Ability to break down a complex sales process into discrete activities and see steps ahead to deliver customer outcomes.</li> <li>Excellent interpersonal skills to inspire and lead a matrix team to establish trust and credibility with prospective customers.</li> <li>Demonstrated perseverance, resilience, and savvy to find new creative paths to open doors, increase interaction and participation, and engage prospects.</li> <li>The ideal candidate lives our values to “stay hungry and humble” and doesn’t take their success for granted, always curious, ready to learn and evolve.</li> <li>Travel up to 50% (depending on geograph