SO Enterprise Sales Executive

| Greater NYC Area
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The Sales Executive (SE) position is an individual contributor role on the Stack Overflow Enterprise Sales Team. The SE is a senior, leadership selling role focusing on large enterprise companies that employ at least 1,000 software developers. In this position, each SE is responsible for the entire life cycle of their customers, from prospecting to continued development and support of existing accounts. In some cases, the SE may partner with other SO Sales Team members. The sales activities at this level are expected to be strategic in nature and focused on larger partnerships. Due to the complexity of the partnerships, the SE will be required to play their part as a member of the SO Sales team by negotiating solid, mutually beneficial contract terms in an ethical and forthright manner. In many cases the customers will be purchasing other SO services and products, so teamwork and communication are essential.


Since many of the deals at this level carry significant revenue, it is customary for the decision-making process to involve multiple parties. To be successful at this level, the SE must influence and secure meaningful relationships with each participant and stakeholder. In order to do this effectively, the SE will need to “blueprint” each client's decision-making process. In many instances stakeholders and influencers will be C-level executives. To ensure accurate and meaningful understandings of their clients, SE's will meet with clients to provide better service, solidify relationships, and uncover potential opportunities ahead of the competition.


The SE will take a visible role in the marketplace attending conferences, seminars, networking events and trade shows as a Stack Overflow representative. The SE will help evangelize new market sectors and help to establish Stack Overflow as the de facto standard for all things developer. This SE will be the first sales hire on our Private Communities/Enterprise team and will therefore need to work with the VP of Sales, the Product team, and relevant leadership to fully define and formalize the sales process for this product.


What you’ll do:



  • Drive revenue by effectively addressing the client's business need, offering appropriate value proposition solutions, creating urgency, and closing accounts in person and over the phone

  • Build and maintain a healthy sales pipeline to achieve and exceed monthly sales quota

  • Evangelize the SO brand beyond Q&A to Private Communities/Enterprise, Talent, Digital Ads and Developer Insights.

  • Gather data and actively listen to prospective and existing clients by using consultative sales methods to fully understand their business and uncover problems/impact areas

  • Conduct tailored, web-based presentations over the phone and in person to showcase SO’s unique business propositions

  • Create client presentations, proposals, and customer reports

  • Be an expert in SO’s products, solutions, policies, and procedures

  • Work with the SO Product team to distill key functionality and benefits into core product marketing messages

  • Think strategically and collaborate with Product and Marketing to create and deliver complex, customized solutions for SO’s best and most lucrative clients

  • Become a subject matter expert by acquiring ongoing marketplace intelligence through researching trends and best practices, reading business publications, seeking out learning and development opportunities, and utilizing internal training resources

  • Hold bi-weekly sales meetings with VP of Sales and relevant leadership to build strategy and update progress

  • Network diligently, creating business relationships, through multiple efforts including cold calling, in person sales calls, chamber attendance, networking (lead) groups, agents, and other appropriate methods

  • Assist when needed in client problem resolution, ensuring the highest in client satisfaction

  • Achieve or exceed the sales plan by maintaining existing business, developing incremental business in existing accounts, and developing new accounts.

  • Report daily, weekly, and monthly productivity via Salesforce.com


What you'll need to have:



  • 5+ years of applicable enterprise business to business sales experience, preferably in Conferencing and Collaboration, or in SaaS sales, cloud sales, or a related technology field

  • Ability to travel up to 40% of the time

  • Comfort meeting with, engaging, and ultimately selling to C-level executives

  • The highest personal and ethical standards

  • Ability to work a demanding, primarily self-directed work schedule

  • Demonstrated ability to set and achieve (if not exceed) one’s goals

  • Strong analytical and computer skills, as well as a high EQ

  • Entrepreneurial spirit and willingness to roll up your sleeves to get the job done

  • Team mindedness – comfortable working in a collaborative environment


What you'll get in return:



  • Competitive salary

  • 20 days paid vacation

  • Flexible hours

  • Stock options

  • Completely free health insurance (no copay, no premiums)

  • Gym membership reimbursement

  • Transportation reimbursement

  • Employees will never be poked with a sharp stick



Diverse teams build better products.

 

Legally, we need you to know this: 
Stack Exchange, Inc. does not discriminate in employment matters on the basis of race, color, religion, gender identity or expression, national origin, age, military service eligibility, veteran status, sexual orientation, marital status, disability, or any other protected class. We support workplace diversity. 


But we want to add this:
We strongly believe that diversity of experience contributes to a broader collective perspective that will consistently lead to a better company and better products. We are working hard to increase the diversity of our team wherever we can and we actively encourage everyone to consider becoming a part of it.

 

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