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Strategic Account Executive I, NYCNew York, United States

Strategic Account Executive I, NYC

New York | United States

About Us...

We believe in helping individuals & organizations stay ahead of the curve by disrupting the old ways of making business run faster.

Our open source technology is focused on user experience & allows IT to build intelligent business solutions at breakthrough speed.

Business is no longer a series of transactions but a constant flow of information, ideas, decisions, and outcomes. That's why we've developed a software platform that connects people, content, & processes, giving organizations the power to start their journey towards Digital Transformation.

Job Description

About You...

You are an overachiever and your results are always above your target. Exceeding Customer expectations and delivering the best solutions is what comes natural to you. You're strategic in everything you do and set an example of exceptional sales performance at your organization and throughout the Software industry. Does this sound like you so far? Keep reading! You might just be the Rockstar we're looking for!

About the Role...

As our Strategic Accounts AE, you operate within an assigned list of Target Accounts with focus, urgency, detailed execution and teamwork to achieve assigned sales targets while exceeding the expectations of customers, co-workers and team members. You will take ownership of revenue generation, develop new opportunities, manage pipeline, create & execute account strategies, close large enterprise-level deals with F500/F100-level organizations, and manage customer expansion for our Forrester and Gartner rated ECM/BPM offerings in the Northeastern US region.

Your Impact...

Establish and develop a strategy for identifying and closing new software license opportunities directly with targeted key strategic accounts and new strategic prospects across multiple industry verticals within your assigned list of named targets.

Present Alfresco products and partner solutions using appropriate value-based sales approaches and techniques, including team and/or consultative presentations that demonstrate ROI.

Help develop and execute in-region or vertically-focused field marketing campaigns to drive awareness and lead generation.

Manage complex sales-cycles across our vertical & horizontal offerings and present those to Director, VP, and C-level executives.

Exceed assigned quarterly and annual subscription software, renewal and professional services revenue targets

Interface with all levels of the target organizations, including IT architects, developers and senior executives in line-of-business functions

Collaborate and lead successful execution of sales activities with internal cross-functional teams, with senior management and corporate counsel, through contract negotiation and signed contracts

Manage and submit accurate sales activity and monthly forecasting of revenue in Salesforce


Short Term (4-6 months): Build a future opportunity pipeline that is 3-5x the annual quota for the territory

Long (12 months+): Exceed annual sales quota


You will possess the intelligence and experience to sell direct, and with partners, to position the value of our open-ECM & BPM software. Additionally, you think strategically and drive a complex enterprise sales process within a Challenger Sales model and have a consistent track record of success.

Your Keys to Success:

Track record of consistent earnings & over-achievement in past Account Executive roles (top 10-20% of company), advancement and increased responsibility in past positions

Evidence of exceptional commitment to a process-driven sales approach, and accurately tracking and forecasting of all customer engagement and activity through the use of Salesforce

Successes developing "C-level" and "C-minus 1" customer and partner relationships

Knowledge of the "Digital Enterprise" market space, competitors and related industries

5-10 years of enterprise software sales experience, minimum 2 years of solution selling

Previous experience with open source solutions, subscription-model software, or ECM/BPM sales a major plus

Additional Information

Proactive with a self-starter mentality

Possess strong interpersonal skills

Take initiative and adaptable to new challenges

Have the ability to exercise independent judgment

Strong team player - fits in easily with wide range of personalities

"Can-Do" approach to a wide and rapidly changing workload

Excellent listener - encourages information from people

Enjoy working in an informal environment with a "start-up" culture

~50% travel required

Alfresco is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, military status, gender, gender identity, sexual orientation, age, marital status, genetic information, medical condition or disability status.

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