Enterprise Account Executive - Existing Business - (San Francisco, CA) in San Francisco, California For Sale

14-xxxx Post Date 4/17/xxxx Title Enterprise Account Executive - Existing Business Job Family Sales City San Francisco State CA Description About Salesforce ExactTarget Marketing Cloud The Salesforce ExactTarget Marketing Cloud is a leading global provider of cross-channel digital marketing solutions that empower organizations of all sizes to communicate with their customers through email, mobile, social media, Web and marketing automation. We re driven by a deep understanding of marketers needs-because we re marketers too. No other digital marketing company invests in product innovation the way we do, giving our clients access to truly cutting-edge technology. Joining forces with salesforce.com, pioneers in cloud computing, to offer an even more superior experience to our customers and employees. By partnering state-of-the-art technology with the best and brightest employees in the industry, we foster a culture of constant innovation and growth. Consistently ranked by employees as one of the "Best Places to Work, the ExactTarget Marketing Cloud team shows you what being Orange is all about! The ExactTarget Marketing Cloud is a salesforce.com company. For more information, visit www.ExactTarget.com. About the Position The operating credo of a Strategic Account Executive, Enterprise Accounts (SAE) is "know and understand your client . The goal of this position is to ensure that clients are successful driving long-term business value via ExactTarget software and services resulting in increased investment into to the ExactTarget partnership. The SAE s ability to gain trust of the client is imperative in order to collaboratively uncover ways for our software and services to enable the client to reach new levels of business performance. Skills: There are 3 skills that the exemplary SAE must possess. .Consulting: The first is enterprise class digital marketing consulting. The SAE is expected to stay abreast of email and one-to-one marketing best practices and apply this knowledge to assist their portfolio of clients in meeting their marketing and communication goals. Additionally they are required to be experts of the ExactTarget software and service offerings. .Salesmanship: The second core skill is Enterprise Negotiating and Selling. Digital Marketing remains a hyper-growth industry with many analysts projecting double-digit year over year budget growth. In short, the SAE is responsible for sales execution to ensure clients are investing in ExactTarget Software and Services to deliver their digital growth expectations. Meeting stated sales goals and accurately forecasting performance to the business are minimum role expectations. .Account Management: The final pillar is Account Management. This core skill, effectively measuring an individual clients relationship satisfaction, mirrors their desire to continue to invest into the partnership. This position requires a talented person with marketing and software experience who can properly manage client expectations and establish relationships at both operational and executive levels. The Strategic Account Executive, Enterprise Accounts must plan, schedule, and monitor multiple activities in a fast-paced and fluid environment. Responsibilities .Retain, grow and develop named accounts through daily interaction with clients ensuring annual contract renewal of all accounts .Understand the client s organizational structure, business model, and online marketing strategies of assigned accounts .Maintain consistent in-person meeting cadence with strategic accounts driving deeper business relationships and broader access to C-Suite .Leverage ExactTarget product and services offerings to increase the level of marketing sophistication. .Track and report on renewal pipeline at least 120 days in advance resulting in predictable revenue stream .Prospect territory to identify opportunities to expand ExactTarget footprint for software and services resulting in appropriate pipeline to meet quota through a rolling 90 day upsell period. .Develop calls and in-person meeting cadence for named accounts to discuss opportunities to drive additional long-term business value. .Identify opportunities within your named account s marketing and communication strategy that can be improved via incremental investments in ExactTarget products and services .Drive all aspects of the sales cycle including, proposals, scoping, pricing and contract negotiations, etc. related to all renewal and up-sell opportunities Requirements Requirements .4 year college degree plus a minimum of 3-5 years of relevant business experience .Interactive one-to-one marketing, digital media, sales particularly in the SaaS space .Exceptional organizational, presentation, and communication skills - both verbal and written .Knowledge of ExactTarget platform, products, and services, are a plus .Demonstrated ability to operate in a high growth environment, focusing on both individual and team performance. .Ability and proven experience with strategic thinking and complex decision making .Experience growing a "named account business operating at the C Level Suite. .Thorough knowledge of MS Office software including Project, Access, Visio, Excel, Word, & Power Point *LI-SH1
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