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   Flexible   Long-term
Good fit for: Senior Strategic Account Executive

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.
, we have  full time partners from your country,   Let’s make it !


 
 
 
 
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 event is a scheduled online event where all our relevant testing relating to a role is conducted on the same day. Submissions received during the event are graded the following week, and successful candidates notified if they have progressed to the next round which is 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.

 
CAREER PATH
 
Senior Strategic Account Executive
Manager of 5-15 VPs. A mix of 15-50 Headcount direct/ indirect

A good fit for...

20 + years in Sales. 10 in senior sales team management career progression, up to 50 reps structured in fewer direct sales leaders reports. Significant BU, line management and operational experience

Strategic planner.

Defines and leads company GTM strategy.

Experimentation and collaboration with reporting line and C-levels to adjust/refine.

High level management of company acquisition strategy and scale up sales process.

Resources and budgeting definition.

200
Senior Sales Executive
Manager of 5-15 Sales Reps

A good fit for...

15+ years in Sales. 5 in sales team management, career progression, up to 10 reps.

3+ years test automation experience

Implementation and execution of the GTM strategy, sales cycles.

Adoption and team coaching of innovative sales methodologies. Helps close deals, build sales plans.

Adapt to a multi portfolio offering, help team learn new products value prop.

100
Customer Success Account Manager
Manage team of 5-15 Accounts, Annual Target

A good fit for...

3-10 years in Sales, started as Inside Sales, SDR, Customer facing field experience

Knowledge of sales methodologies, pipeline and forecast management. Achieves quota, operational excellence based on weekly clear/aggressive goals settings.

Passionate, puts customer first and shows them product value

50
 
 
 
Relevant files and links
External resources
blog
Strategic Account Management
https://trainingindustry.com/wiki/sales/strategic-account-management/
TrainingIndustry
blog
A list of rules for sales success
http://thesalesblog.com/
TheSalesBlog
blog
Career Service for Executives
https://www.bluesteps.com/blog/
BlueSteps
blog
Sales Management Blog
https://starresults.com/blog/
StarResults
article
Successful Challenger™ Sales Approach is All About Timing
https://www.gartner.com/smarterwithgartner/successful-challenger-sales-approach-is-all-about-timing/
Gartner
article
Several Sales articles
https://www.gartner.com/smarterwithgartner/category/sales/
Gartner
article
The Leading Community For Modern Sales Professionals
https://www.saleshacker.com/
Saleshacker
url
Heinz Marketing
Pipeline Strategy
http://www.heinzmarketing.com/
HeinzMarketing
url
SalesFolk
Sales Community Portal
https://salesfolk.com/
SalesFolk
url
Grant Cardone
Influencer
https://grantcardone.com/
GrantCardone
url
Kim Garst
Influencer
https://kimgarst.com/
KimGarst
url
Dan Pink
Influencer
https://www.danpink.com/
DanPink
article
How To Overcome the Fear of Closing
https://www.thebalancecareers.com/how-to-overcome-the-fear-of-closing-2918507
TheBalanceCareers
url
Six Skills Every Sr. Strategic Acct. Executive Should Have
https://www.youtube.com/watch?v=7VbovJv1itg
YouTube
url
Grant Cardone Trains His Sales Team Live
https://www.youtube.com/watch?v=Iq4qASI1Fok
YouTube
 

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 THE ROLE

 
FAQs