Enterprise Sales Specialist


The Enterprise Account Executive is responsible for achieving quota by selling solutions into a defined account list that may include current Provakil customers and high value prospects. The position is a field sales role where the AE will engage in face-to-face sales with customers and prospects either directly or through partners. The Account Executive plans, organizes, leads and controls balanced sales growth, account penetration and customer satisfaction on a long-term multi-quarter basis. This individual may lead a cross-functional sales team and is responsible for creating sales campaigns to penetrate/expand his/her target accounts. The AE must have the ability to articulate an in-depth understanding of the customers’ environment, current challenges/goals and have the ability to align Provakil solutions to those challenges/goals including a financial and strategic value proposition.

Duties & Responsibilities

  • Achieve quarterly and annual quotas by selling to new and established – large, complex prospects and customers.
  • Develop and implement Strategic account plans for target account expansion and new account acquisition including performance objectives, financial targets, and critical milestones for a one and three-year period.
  • Create sale campaigns into target accounts and closely coordinate company executive involvement with customer/prospect leadership.
  • Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.
  • Manage a matrixed sales team; liaison with clients, Deal Desk, inside sales, partners, channels, sales engineers, professional services, finance and legal to drive a prospect to close
  • Establish and maintain a productive, professional relationship with key personnel in assigned customer/prospect accounts.
  • Construct and deliver tangible business cases at the CXO level including financial (ROI & TCO), technical and strategic value propositions.
  • Prepare and present sales proposals and presentations to new and existing clients
  • Identify and build strategic relationships with partners and alliances that have existing relationships with the assigned target accounts
  • Negotiate and close deals following the company’s practices and processes
  • Ensure orders meet all legal and financial requirements
  • Maintain a high level of relevant industry competitive knowledge
  • Plan, attend and coordinate executive briefings
  • Leverage internal sales tools and processes to drive opportunities to a successful close

Required Skills and Qualifications

  • Bachelor’s degree and proven sales experience.
  • Demonstrable success in software sales at the enterprise level;
  • Minimum of 5 years of  successful experience in identifying, building relationships and selling directly or with partners
  • Excellent communication skills, persuasive, listening skills.
  • Background in IT infrastructure; SaaS Experience preferred
  • Experience in the Legal Tech industry would be an advantage