Enterprise Account Manager

Are you an experienced software sales representative, with a passion for prospecting, and a laser focus on closing deals? If so, we would love to have you join our outstanding team of high-caliber software sales executives, hailing from world-class software sales backgrounds. Our team fosters a growth mindset, building from each other’s insights and abilities to produce integrated solutions to difficult problems. We have the resources of a large enterprise and the energy of a startup.

The Java & Virtualization Enterprise Account Executive will sell Java SE Universal Subscriptions and Oracle Virtualization Support Subscriptions across a highly diverse and expansive geography within North America. Ideal candidates will have a proven track record of at least 5 years of software sales. Demonstrate the ability to articulate the Java & Virtualization value propositions including the licensing models, pricing, features and overall direction of the Java & Virtualization roadmaps, to your customers. Understanding of Java & Virtualization business drivers and how to position Java & Virtualization competitive advantages. Be intellectually curious and have a passion for sales, as well as being able to work with customers to develop their Java & Virtualization business strategies. Having VMware/Virtualization experience would be preferred and is a plus.

80%+ of weekly time spent prospecting for net new business

Regularly forecast, manage and close Java SE Universal and Virtualization Subscription deals

Identify, apply, and collaborate with key internal partners in an assigned account territory (principal solution consultants, business development consultants, management, and peers)

Identify and maneuver across key customers within your territory

Document territory plan including target companies, existing users, marketing plans, etc.

Ability to quickly develop, implement, and routinely modify a 30, 60, 90-day territory plan

Ability to build and present a quarterly business review to management

Understanding of how to effectively move a deal through the complete lifecycle

Operate as part of a sophisticated matrix and collaborative culture to deliver results

Key Skills and Qualifications:

1-2 + years relevant sales experience, with a proven track record of at least 5 years of software sales.

BS/BA degree or equivalent preferred.

Demonstrate the ability to articulate the Java & Virtualization value propositions including the licensing models, pricing, features and overall direction of the Java & Virtualization roadmaps, to your customers.

Understanding of Java & Virtualization business drivers and how to position Java & Virtualization competitive advantages.

Be intellectually curious and have a passion for sales, as well as being able to work with customers to develop their Java & Virtualization business strategies.

Having VMware/Virtualization experience would be preferred and is a plus.

Highly developed selling, customer relations, and negotiation skills.

Interaction with C level players.

Team player.

Demonstrated ability to penetrate accounts.

Excellent written, verbal, and interpersonal skills.

Presentation skills.