Demonstrated ability to build relationships with Global 2000 senior line-of-business and IT executives, as well as operational managers
Proven ability to manage a diverse pipeline of strategic sales opportunities
Excellent communication (written and verbal), interpersonal, and presentation skills
Experience addressing C-suite executives as well as coordinating operations managers and sales reps
Demonstrable experience executing a complex, solution-based strategic sales process
Experience working in a fast-paced, high growth company where change is a constant
Understands the difference between activity and results; solid work ethic
Able to function independently, as well as collaboratively with Smartsheet team members
Used Smartsheet, Salesforce.com, Google Apps, Tableau skills
Used MEDDICC to effectively qualify sales opportunities
Bachelor's degree or equivalent
Responsibilities
This position will nurture, retain and upsell a subset of Smartsheet’s top customers
The Key Account model is anchored on developing account-specific approaches with deliberate strategy, ongoing executive and IT cadence, and persistent long-term vision
KAEs will need to form a strategic perspective for each one of their accounts
This will include obtaining a deep knowledge of the target customer’s business objectives, market positioning, growth plans, and partnership expectations
They will also orchestrate deals and long-term plans that align with a mutually beneficial strategy while leading their customers through an enterprise sale’s complex process and multiple steps
The KAE will act as a visionary and rally both their customers and internal constituents on key initiatives
They will influence their extended Smartsheet team and align with internal leaders
Because KAEs touch so many parts of the business, they should be confident and command respect from both their clients and their coworkers while demonstrating a strong executive presence
This high-profile role will work to cover a small number of named accounts in the US and will report to the Sr Regional Director of Key Accounts
Exceed quarterly and annual software and services sales quotas
Execute a complex, solution-based sales process encompassing multiple groups within a Global 2000 account
Prospect, approach, and establish executive business and IT relationships with ongoing cadence to ensure strong support and alignment with your target accounts
Clearly articulate the value of Smartsheet offerings both strategically and financially
Develop new business opportunities by analyzing and proactively targeting high-value needs across multiple functions and business lines
Evangelize Smartsheet’s unique business, solution, and functional value
Curate custom offerings that drive more value for key accounts, helping to sell more effectively and retain long-term relationships
Align the customer’s strategy with the overall account strategies that enable sales velocity by partnering with Value Strategist, Solutions Engineer, Customer Success Manager, and Enterprise Sales Representative
Collaborate with different teams, such as Product, Marketing, Services, Finance, Operations, etc. to ensure the customer’s needs and expectations are properly met
Drive negotiations with a keen sense of timing, strong persuasion skills, and the confidence to hold their ground and push back when necessary
Effectively forecast sales opportunities, while tracking and using critical metrics that predict sales success
Use Smartsheet in the execution of daily sales activities
Track all relevant sales activity using the company's CRM platform
Other duties as assigned
Travel as needed
Benefits
HSA, 100% employer-paid premiums, or Buy-up medical / vision and dental coverage options for full-time employees
Equity - Restricted Stock Units (RSUs) with all offers
Lucrative Employee Stock Purchase Program (15% discount)
401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
Monthly stipend to support your work and productivity
US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
Up to 24 weeks of Parental Leave
Personal paid Volunteer Day to support our community
Opportunities for professional growth and development including access to LinkedIn Learning online courses
Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account
Teleworking options from any registered location in the U.S. (role specific)
Smartsheet provides a reasonable range of compensation for roles that may be hired in different geographic areas we are licensed to operate our business from
Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location
In addition, this role will be eligible for a market competitive bonus and RSU stock grant upon accepted offer
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