Account Executive New Business GCP AI and Data
About the Role
You will develop and execute territory plans, prospect and qualify new business, and lead complex sales cycles from opportunity identification through contract closure. You will work with technical and delivery teams and Google Cloud account teams to design solutions, build business cases, and ensure customer success. You will build executive relationships, drive accurate forecasting, and identify expansion opportunities while engaging customers on both business and technical requirements.
Requirements
- Minimum 5 years field sales experience in selling cloud based technology solutions with a track record of exceeding sales goals.
- Ability to lead a complex sales cycle through all stages, including prospecting, qualification, proposal and SOW development, and contract negotiations.
- Ability to build influential relationships with C-level and Director level IT executives.
- Ability to assess customer challenges, perform qualification, articulate technical solution benefits, and ask for the business.
- Self-starter able to operate and deliver results in a high energy cross-functional environment.
- Experience using CRM systems such as Salesforce or Zoho.
- Excellent written and verbal communication skills with a customer-centric approach.
- Strong problem-solving skills and ability to work under pressure in a fast-paced environment.
- Willingness to grow and continue learning.
Responsibilities
- Develop and execute a strategic territory plan to achieve and exceed assigned revenue quota.
- Effectively prospect, qualify, and close new business opportunities within your territory.
- Lead all phases of the sales cycle, including opportunity identification, business case development, negotiation, and contract closure.
- Drive revenue, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.
- Work cross-functionally with technical and delivery teams to ensure customer success and identify expansion opportunities.
- Work closely with Google Cloud account teams on target account lists and partner with Google to break into strategic accounts.
- Maintain a high level of expertise on the competitive landscape and SZNS's evolving portfolio of cloud and AI services.
- Build executive relationships with key stakeholders to influence technology and business decisions and promote SZNS portfolio of cloud solutions.
- Become an expert on customers' business, including product portfolio, technology strategy, growth plans, business drivers, financial structure, customer base, vertical market offering, and competitive landscape.
- Lead territory and pipeline development, working with Inside Sales Associates and Sales Engineers to generate sales opportunities with large enterprise customers.
- Explore and understand complex customer requirements on both a business and technical level and ensure satisfaction of the proposed solution.
- Develop a deep understanding of SZNS Solutions offerings and effectively communicate their value relative to customer priorities.
Benefits
- Hybrid work environment (Monday, Wednesday, Friday in-person in Reston office)
- Benefits package