Senior Strategic Account Executive


Can you achieve incremental ARR sales of USD $5M or more per year? Learn more about our Senior Strategic Account Executive role.

Senior Strategic Account Executive

$ 400k/Year  ($ 200/Hour for 40 hours of productive work per week)  Remote Position   Long-term

Is customer engagement at the core of your professional skills? Are you skilled at building profitable long-term relationships with many stakeholders in key accounts? Do you have the seniority and expertise to consult to C-level executives on solutions to help them on their business processes and goals? If so this is an excellent opportunity for you.

The Senior Strategic Account manager helps customers address their complex needs using our unique solutions. You are an exceptional candidate who can achieve incremental ARR sales of USD 5M or more per year by managing a small number of key accounts. Your role is to be the primary executive responsible for building partnering relationships with the C-Suite and generating revenue

“My main focus is the customer. My weekly goal is splitting my time 80% into customer-specific activities, and 20% is spent on internal activities. I break down my customer-focused activities into four main groupings including strategic planning, customer relationships, customer research, & customer development.”
-David V - Aurea Software.
 
 
 
 
WHY CROSSOVER?
Crossover recruits and builds world class high performing teams to power the fastest growing portfolio of software products in the world. No other company provides the training or the opportunities to test yourself on the depth and diversity of projects that we do. All roles are location-independent so you are guaranteed to work with the best in the world. Challenge yourself. Be part of the change.
 
 
 
WHAT YOU'LL BE DOING

You will either be responsible for supporting new customer acquisitions or increasing our footprint within our existing customer base. These sales will be executed by positioning our solution portfolio and building a truly strategic partnership with our customers to achieve USD 5 M in incremental sales. The ideal candidate will structure deals as recurring revenue opportunities and use our portfolio of different sales methods and products.

As Senior Strategic Account Executive, you will help customers solve their complex needs using our unique solutions, and work with customers to convince them to grow their commitment to our various IT and business-related services.

To be effective in this role - you must be a great communicator, be coachable and metrics-oriented.  You may be asked to sell solutions from Crossover affiliated companies that are newly acquired - so as Senior Strategic Account Executive you will need to be able to learn each of these new solutions in detail, from business case to deployment model.  As the best candidate, you will influence a small number of accounts and drive strategy towards the goal of enhancing the relationships at the C-Suite and recurring revenue growth. This is what will determine success - mastering the ability to pivot and strategize in a fast-paced, challenging environment while meeting the needs of your clients.

The Senior Strategic Account Executive will be working for one of the world's fastest-growing enterprise software organizations that acquires one new company per week. In our enterprise software marketplace, customer success is the heart of the business - and annual sales depends on how you successfully drive customers to value our products.

 
 
ONLINE HIRING EVENT



A hiring tournament is an online event where we conduct all relevant testing related to a role on the same day. Once we have graded submissions you will be notified if you have progressed to the next round; an online interview with a hiring manager.

 
KEY RESPONSIBILITIES

Drive customer enterprise software sales for  one of the Crossover affiliated companies across  key accounts

Explain to IT and Business Executives the benefits and business value of our various products, support and deployment capabilities

Create specific business cases for our clients to champion within their organization

For the companies acquired by our company, you will sell the vision to customers regarding the benefits of our unique software portfolio

Ramp up, and effectively learn to sell new products and solutions  as our firm acquires additional companies

Quickly build profitable  relationships with prospects, customer  and internal stakeholders to grow new business

Prospect, nurture and close new business to meet and beat the target

Generate new opportunities, manage pipeline and deliver accurate forecasts using Salesforce CRM and other best-in-class platforms

Demonstrate high levels of business acumen when interacting with senior stakeholders using modern challenger sales methodologies
 
CANDIDATE REQUIREMENTS

15+ years of enterprise software sales experience, also selling to large, complex prospects  that are Global 2000, F250 or similar organizations

You have demonstrated ability and success in strategic sales planning, selling to and developing winning partnerships with key  accounts

You have a stellar record of achievement with exceptional referrals from your client base and peers

Your focus has been to go deep and wide within a small number of key accounts, (i.e., 10 accounts or less), while  developing strategies and relationships

Extensive experience selling subscription or term-limited license deals as SaaS of higher than $500k+ of annual recurring revenue 
 Your software quota has been $5M incremental ARR or higher in your current or previous roles

C-Level client engagement - Built relationships, partnerships while managing expectations with clients at Executive and CXO levels in large enterprise and global organizations  even through acquisitions

Demonstrated success exceeding new business quota using Challenger Sales Methodologies.

Strong ability to present credible business value, demonstrating knowledge of the prospect organization’s business, as well as ability to align and engage with the right stakeholders

Impeccable organizational skills, highly coachable, both as an individual contributor and managing an enterprise sales team,   with a passion for high-growth environments.

A degree from a highly regarded institution

English Native/Advanced.  Bilingual in English + German would be an asset

Travel 40%+
 
 
WHAT YOU WILL LEARN
 

You will develop your strategic thinking skills applied to business vertical drivers and issues by working with Senior and C-level leadership.   

You will learn by building relationships with C-Suite executives and reach deep into their organizations helping them to grow their company’s value and market share by resolving business challenges.

You will be taught how to craft and build multi-million dollar deals positioning our solutions to fit for your customer requirements.

At this level of management,  the Senior Strategic Account Executive will be establishing and managing sales goals for the entire company or a major division, and be developing strategies to reach long-term company goals.  You will consistently close deals by collaborating with other executives and provide leadership for a team moving to a natural career progression to become overall sales responsible at SVP level for the organization.

 
 
 
 

Relevant Files and Links

Here you can find some external assets relevant to this role.

Page 1

Strategic Account Management

A list of rules for sales success

Career Service for Executives

Sales Mgmt Blog

Successful Challenger™ Sales Approach is All About Timing

Several Sales articles

SalesHacker

Heinz Marketing

SalesFolk

Sales Benchmark Index

Grant Cardone

Kim Garst

Dan Pink

How To Overcome the Fear of Closing

Six Skills Every Sr. Strategic Acct. Executive Should Have

Grant Cardone Trains His Sales Team Live

 

Questions
and Answers

  • Who are other stakeholders I will engage with?

    You will engage with your manager, the SVP of global sales who defines your targets and the assigned accounts. You will also work with presales and subject matter product and SW application experts to build value propositions with our solutions to your customer stakeholders.

  • What is the working culture and which methodology and tools are used?

    It is a fast-paced weekly deliverables schedule and in an innovative working model. Processes are standardized and repeatable across all companies, which is rigorously measured with accurate data available from Worksmart Pro, our team productivity tool.

  • Who is the ideal candidate for the position?

    A Top SW revenue achiever at President Club Level in who is successful in managing and engaging with a limited amount of key accounts, at the C-Suite level, closing multi-million dollar volume of business.

  • What are the SW products and solutions you will sell?

    The products you will sell range from vertical specific software to technology tools in different industries ( telco, retail). Since most of the customers we support grow through acquisition - the portfolio is a broad list comprising of SaaS, on-premise software, tech-enabled managed service and pure IT consulting companies in North America and Europe.

  • What is the compensation, model?

    IThe compensation is 400K USD per year or 200 USD/Hour for a 40 hour week. Depending on who is the hiring company this can be fixed or with an uncapped variable part.

 
 
 
WHAT CROSSOVER MEMBERS SAY ABOUT THIS ROLE

 
FAQs