Responsibilities
- Execute a complex, value-based sales process encompassing multiple groups within your accounts
- Develop new business opportunities by analyzing and proactively targeting high-value needs across multiple functions and business lines.
- Build and manage a territory and account plans to drive growth.
- Become an industry expert and trusted advisor for new and existing customers.
- Effectively articulate Pendo’s unique business, solution, and functional value.
- Build executive awareness, sales pipeline, and bookings growth in accounts
- Define account strategies that enable sales velocity by partnering with Solutions Engineers, Customer Success Managers, and Emerging Account Directors
- Effectively forecast sales opportunities while tracking and using critical metrics that predict sales success
- Track all relevant sales activity using the company's Salesforce CRM platform
- Other duties as assigned
- Travel as needed
Minimum Qualifications :
- You are the spark that ignites our sales machine, and pipeline generation is in your blood.
- You have a track record of success selling Enterprise software and platform-as-a-services offerings to the VP and c-suite level.
- Have demonstrated aptitude in cultivating relationships with senior executives across Global 2000 organizations, spanning both line-of-business and IT domains.
- Expertise in building multi-year account plans to build value and grow the footprint within a set of accounts.
- You have established proficiency in effectively overseeing a substantial and diverse sales opportunity pipeline as part of a collaborative team.
- Exceptional proficiency in communication (both written and verbal), interpersonal abilities, and delivering impactful presentations.
- You are able to distinguish between productive activity and tangible results and demonstrate a strong and diligent work ethic.
- Capable of working autonomously while fostering effective collaboration within the Pendo team.
- Experience with Sales tools including Salesforce, Clari, Looker, Gong, Docusign
- Familiar with MEDDIC and Force Management Methodology
Preferred Qualifications
- MEDDPPIC and / Force Management Trained
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