Job Description
Are you enthusiastic about solving challenges through innovative ideas and technology? Do you thrive on understanding business issues and enjoy collaborating to achieve better results? Are you empathetic and skilled at seeing things from the customer's perspective? Do you have a natural aptitude for technology and believe that the right platform can address a multitude of challenges?
As a vital member of our business development team, this role focuses on identifying and cultivating new business opportunities and achieving sales targets. We're seeking someone with a consultative approach and a growth mindset to tackle customer issues passionately and ensure their success. Our account executive will act as a consultant, guiding customers through their initial challenges and recommending solutions and services that directly address their needs, leading to robust business outcomes.
Responsibilities:
- Become a specialist in Mastek's services, understanding their features and benefits to communicate value to prospects and clients effectively.
- Proactively seek and pursue new business opportunities, targeting new clients (new logos).
- Drive sales of complex solutions in data cloud, analytics, cloud transformation, and AI by collaborating with both internal and external stakeholders.
- Demonstrate experience in selling to specific industry verticals, addressing industry challenges and value drivers, and aligning clients' strategic objectives with technological solutions.
- As an individual contributor, focus on the right prospect segments, expand the high-quality pipeline, secure profitable deals, and conduct sales activities to establish trustworthy, mutually beneficial relationships with clients.
- Work closely with the marketing team to ensure the right messaging for demand generation.
- Achieve and surpass service booking and revenue targets.
- Collaborate with marketing, sales, and product teams to develop a cohesive and strategic market penetration and customer engagement strategy.
- Analyze market trends to adapt and optimize go-to-market (GTM) strategies, ensuring our services align with industry needs.
- Develop and present compelling value propositions for our data services, customized for various market segments.
- Team up with Mastek and other Subject Matter Experts to create collaborative proposals.
- Build and maintain a professional network within the industry and specific accounts to identify new client opportunities.
- Effectively manage communication and deal flow with a diverse range of internal and external stakeholders.
- Oversee and support all stages of the revenue development cycle to successfully close deals, including proposal development, scope definition, and client presentations.
- Engage actively on social media platforms, particularly LinkedIn, to enhance visibility and engagement.
- Offer expert knowledge and support to the sales team, boosting their ability to finalize deals.
- Cultivate and sustain strong relationships with key stakeholders, partners, and potential clients to foster business growth.
- Accurately manage and forecast your sales pipeline in Salesforce CRM.
- Coordinate with internal teams for effective planning and execution, including architecture, marketing, and delivery teams.
- Integrate industry-specific and technological expertise into the sales process.
- Bring your unique skills, ideas, and perspectives to contribute to team growth and success.
- Bachelor's degree in marketing, Sales, Engineering, or equivalent relevant experience
- Minimum of 7 years of successful sales and consulting experience in a quota-driven environment
- Strong Sales Hunter Mindset - 100 % New Logo Hunting Sales Position
- Technologically proficient, capable of conducting customer demos as needed
- Proven expertise in go-to-market (GTM) and sales activities for comprehensive data services, including Enterprise Integration, Data Analytics, AI/ML, data management, and automation.
- Strong track record in selling AWS Redshift, Google Big Query, Snowflake and Databricks Consulting Services to Fortune 1000 clients
- In-depth understanding of data consulting services and the ability to articulate their value convincingly
- Outstanding leadership, communication, and strategic planning abilities
- Demonstrated capability to independently manage software sales cycles, including account research, deal strategy, proposal development, and RFP responses.
- Exceptional verbal and written communication skills, a commitment to quality, and strong interpersonal abilities
- Effective organizational, multitasking, and time-management skills with the capability to engage effectively at all client levels.
- Hands-on technical experience with a proven ability to address client needs using technology solutions
- Experience with data cloud solutions implementation, with knowledge of the agile methodology
- Strong sales proficiency in data and analytics technology solutions - Oracle, AWS, Snowflake, Google
- A spirit of humility and a service-oriented mindset – we take pride in our culture and seek individuals who will contribute positively to it
- Outstanding communication and presentation skills, capable of dynamically presenting ideas to prospective clients from VP to C-Level
- Certifications in Oracle, AWS, Snowflake, and Google are a plus
- Open to coaching and committed to professional development
- Ability to work both independently and collaboratively within a dynamic team environment
- Adaptable and comfortable operating in ambiguous situations
- Occasional overnight travel is required.
- Must be local to the Phoenix area - no relocation offered.
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