Enterprise Account
Executive
Sumo Logic helps make the digital world
faster, reliable and more secure. Our purpose is to bring teams
together to solve observability and security issues for digital
enterprises. Sumo is a SaaS Analytics pioneer in continuous
intelligence, a new category of software, which enables organisations of all
sizes to address the data challenges and opportunities presented by digital
transformation, modern applications, and cloud computing. The Sumo Logic
Continuous Intelligence Platform™ automates the collection, ingestion, and
analysis of application, infrastructure, security, and IoT data to derive
actionable insights within seconds. More than 2,400 customers rely on Sumo
Logic to build, run, and secure their modern applications and cloud
infrastructures. Only Sumo Logic delivers its platform as a true, multi-tenant
SaaS architecture, across multiple use-cases, enabling businesses to thrive in
the Intelligence Economy.
We are seeking an experienced and highly
motivated tech savvy, sales professional to help us fuel our growth and
develop our relationships with both new and existing customers. We seek
an experienced salesperson able to effectively balance high velocity deals
with larger complex deals, working in partnership with our channel partners.
Our ideal candidate will be a hunter, who has consistently been in the top 10%
of the sales teams she/he has worked within. They will have a track record of
growing sales, a creative and consultative approach, be able to take
initiative to produce results combined with polished presentation skills.
Job Responsibilities:
- Target, manage and sell
to new and existing customers, exceed revenue quota goals.
- Demonstrate the ability to address each customer and partner's unique
needs, while providing them with the relevant information and appropriate
solutions.
- Working alongside your dedicated Pre-Sales Engineer
deliver compelling demo’s, discovery and technical solutions that meet the
customers business and technical needs
- Align with your dedicated SDR
to create compelling outreach campaigns and generate sales pipeline.
- Qualify and manage inbound leads in order to process through the sales
funnel.
- Close and process all prospects, managing an end-to-end sales
lifecycle working alongside our talented Pre-Sales Engineers, Professional
Services, Sales operations, deal desk, legal and marketing teams
- Engage with Channel Partners and Alliances to extend market reach.
- Work closely with our Customer Success Team for client reviews.
- Create and deliver accurate sales forecasts.
- Provide timely and
insightful input back to other corporate functions, particularly product
management and marketing.
Desired Qualifications, Skills
and Experience:
Effective
Selling:
- Demonstrable sales experience
selling B2B software applications; on-demand/SaaS, Security Solutions & IT
Infrastructure Management solutions.
- Proven track record
of selling to both a technical audience like IT Operations, Security, and
Dev/Ops leaders and practitioners, as well as engaging with Economic Buyers
C-level and Procurement teams.
- Deliver oral and written
communications that are impactful and persuasive with their intended
audience
- Build compelling presentations in conjunction with SE’s for
PoV’s, Pro Services and commercial business cases
Customer & Territory Management:
- Act in
ways that demonstrate customer focus and satisfaction by building effective
relationships with customers and prospects. Identifying, meeting and
exceeding customer expectations, by treating customers with dignity and
respect.
- Manage territory, considering each and all accounts,
collectively. Establish accurate plans and forecast, prioritise efforts,
generate short term results whilst holding a long term perspective to maximise
overall territory viability.
- In-depth knowledge of given industry and
relevant marketplace; can speak with authority, e.g., on industry trends, best
practices, competitive practices, regulatory issues, etc.
Cultural Fit
- Thrive in a fast-paced, high-
growth and rapidly changing industry.
- Passionate about technology to
resolve customer problems and operates as a team player, who communicates
effectively, and works well in a winning but positive team environment.
- Experienced in company applications such as CRM SFDC and is consistent and
timely delivering key tasks such as forecasts, completing enablement training
and attending essential company meetings, town halls.
- Good
understanding of sales methodologies such as Meddpicc, sales challengers or
other sales methods.
What we can offer you
- Excellent remuneration package with quarterly wellness days and other
benefits
- Opportunity to earn with an excellent commission complan,
built in accelerators, exciting quarterly SPIFFs, President Club, and other
awards
- Full Onboarding and enablement to develop your skills and
continuous learning
- Creative and innovative Leadership team who
are engaged with our field sales teams
- A growing client base, -
we are challenging the traditional & legacy ISV’s in this space
- A dynamic but empathetic, and caring culture - all SUMO’s are respected
across the world and celebrate diversity
- We have won over 60+ awards
as one of the best places to work!
- An award winning and truly
powerful SaaS Analytics platform, in Gartner MQ for both Security &
Observability
