About the job
Senior Account Executive - Enterprise Sales
Location: London, UK
Employment Type: Full-time
About the Role
MicroStrategy is actively seeking a highly motivated Senior Account Executive to spearhead strategic sales initiatives within enterprise accounts in the designated territory. This role entails a strong emphasis on new business acquisition, requiring an individual who thrives in a hunter role focused on prospecting, qualifying, and closing new business opportunities. It is expected that approximately 70% of your efforts will be concentrated on new customer acquisition, while the remaining 30% will revolve around developing existing accounts.
Your Responsibilities
- Lead complex, enterprise-wide sales processes, effectively articulating MicroStrategy’s value proposition to C-level stakeholders in both business and IT.
- Identify, develop, and close new business opportunities while ensuring customer satisfaction and referenceability.
- Conduct thorough research into customer environments to devise impactful business models, account strategies, and winning plans; create compelling business cases, ROI, and TCO analyses.
- Oversee all stages of the sales cycle, from lead generation and qualification to evaluation, closing, and account management, collaborating with cross-functional teams including Inside Sales, Sales Engineering, Marketing, and Professional Services.
- Strategically partner with Inside Sales to design a territory plan that fosters a robust pipeline, driving overachievement of booking targets.
- Maintain an active sales pipeline, ensuring a balanced mix of prospects, new business opportunities, and proposals.
- Align short-term results with long-term objectives to maximize overall revenue generation.
- Consistently meet and exceed sales targets within your assigned territory.
- Acquire and maintain an in-depth understanding of MicroStrategy’s Business Intelligence software products and services, along with their applications.
- Utilize strategic value-based selling techniques, business case definitions, ROI analyses, and customer references to position MicroStrategy’s solutions effectively.
- Coordinate industry events and user groups to generate market interest.
- Ensure effective execution of all sales cycle stages in accordance with MicroStrategy’s chosen sales methodology - MEDDPICC.
- Identify and manage risks associated with business activities, ensuring timely and appropriate reporting.
- Prepare accurate sales forecasts and reporting using MicroStrategy’s CRM tools.
- Enhance partner relationships to drive additional sales opportunities.

