Account Executive, Strategic - Asia at Smartsheet

Sydney, New South Wales, Australia

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Software, SaaSIndustries

Requirements

Proven sales track record in complex enterprise SaaS environment
Proven ability to prospect and manage a designated territory to maximise revenue growth
Experience in strategic account relationship management
Executive mindset & ability to interact well with senior level corporate management
Understanding of Solution/Consultative Selling with ability to execute each stage in the sales cycle to advance the sale
A value and ROI driven sales process focused on customer outcomes
Promotes the importance of collaboration within and across our business to create, capture, share and maximise value; interacts effectively with others; is considerate and approachable; values, respects, and welcomes differences and others’ perspectives

Responsibilities

Strategically engage senior customer stakeholders with a current Smartsheet footprint and drive additional revenue through new solution upsells
Land and expand with new Logos for Smartsheet by selling our full suite of products and services
Grow account footprint and revenue to an ultimate goal of a full enterprise wide contract agreement
Pipeline generation and end-to-end sales cycle management with companies above 5000 employee size using the MEDDICC sales framework
Utilise multithreading and consistent lead outreach, as appropriate, within both new logos and existing customers to drive business growth
Conduct consultative and cross-functional discovery calls and act as a Consultant to the Customer to identify their needs and align customer challenges to impact-driven Smartsheet solutions
Understand & respond to Customer requirements within the highly competitive sales market, including response to RFPs, defining collaboration goals, success criteria and program strategy to achieve results
Act as a subject matter expert in the features, benefits and application of Smartsheet’s products and solutions; educating the customer in how we partner with them to evaluate our software effectively
Conduct product demonstrations and partner with cross functional teams, including Sales Engineers, Customer Success and internal Consulting, to support complex sales cycles
Qualify and prioritise strategic business (80%) while closing and upleveling transactional business (20%) to ensure a healthy pipeline
Maintain accurate and up-to-date records in Salesforce leveraging MEDDICC qualification guidelines
Develop detailed strategic account plans aimed at growing Smartsheet footprint across enterprise business units
Utilise channel partner network where appropriate to gain customer traction
Pipeline manage and forecast to exceed quarterly quotas

Skills

Key technologies and capabilities for this role

enterprise salesMEDDICCmultithreadingsenior stakeholder engagementpipeline generationsales cycle managementconsultative sellingland and expandupsell

Questions & Answers

Common questions about this position

Where is this position based?

This position is based in Sydney and reports to the Director for Asia Sales.

What salary or compensation does this role offer?

This information is not specified in the job description.

What experience is required for this Account Executive role?

The role requires a history of driving complex enterprise sales cycles, multi-threading, senior stakeholder engagement, and performing with large enterprise accounts.

What is the team structure for this role?

This role has a team go-to-market approach with a designated enterprise sales rep driving account activity, plus a designated solution engineer and customer success manager assisting with account engagement and solution designs.

What makes a strong candidate for this position?

A strong candidate has experience driving complex enterprise sales cycles with large organizations (5000+ employees), proficiency in MEDDICC sales framework, multithreading, and strategic account planning for land-and-expand growth.

Smartsheet

Cloud-based work management and automation software

About Smartsheet

Smartsheet provides work management and automation solutions through its cloud-based platform, which helps businesses streamline operations, manage projects, and enhance collaboration. Users can create, share, and manage workflows that are customizable to fit their specific needs. The platform integrates with popular applications, making it a versatile tool for various industries, including technology, healthcare, finance, and education. Unlike many competitors, Smartsheet offers a subscription-based model with multiple pricing tiers, catering to both small businesses and large enterprises. The company aims to improve efficiency and productivity for its clients while providing extensive support and learning resources to help users maximize the platform's potential.

Bellevue, WashingtonHeadquarters

2005Year Founded

$121.2MTotal Funding

IPOCompany Stage

Enterprise Software, EducationIndustries

1,001-5,000Employees

Benefits

Health and wellness benefits - From sick days to mental health services, we support you. We provide company-sponsored comprehensive healthcare coverage and well-being benefit programs so you can take care of your whole self.

Time away - We want you to find time for what matters to you. We offer a variety of programs so you can recharge and reconnect, including paid time off for company holidays, vacation, volunteering, military leave, and parental bonding.

An investment in your future - We help you plan for the dreams you’re working toward. We offer every employee competitive pay, retirement contributions, stock awards, and an employee stock purchase program.

Perks and discounts - It's the details that make life easier. From discount programs and an allowance for work-related expenses, to medical concierge (U.S. only) and caregiver services, we help set you up for success both at work and outside of it.

An inclusive environment - We strive to foster a culture of belonging that is rooted in respect for all people. We believe that by celebrating diversity of voices and experiences, and by creating equitable opportunities for our team, customers, and communities, we enable people to do and be their best.

Continuous learning - We know that when you’re growing, so are we. That's why we provide opportunities to develop on the job through internal mobility, virtual learning, and a variety of development programs.

Risks

Competition from Atlassian could impact Smartsheet's market share.

The acquisition by Vista Equity Partners may disrupt current operations.

Challenges in AI integration with AWS could affect feature rollout and adoption.

Differentiation

Smartsheet offers a highly customizable platform for tailored workflow solutions.

The platform integrates seamlessly with popular apps, enhancing its versatility.

Smartsheet's AI capabilities, developed with AWS, position it as a market leader.

Upsides

Increased demand for remote work solutions boosts Smartsheet's growth potential.

The subscription model provides a steady revenue stream for continuous service improvement.

Recognition as a leader in the Gartner Magic Quadrant enhances Smartsheet's market credibility.

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