Senior Account Executive - LATAM

About the role

As a Senior Account Executive at Reltio, you will be a highly energetic, proactive, and competitively driven professional with a strong track record in business-to-business sales. You will leverage your expertise in technology and complex selling to drive revenue by selling Reltio’s data-driven applications platform to new and existing customers.

Responsibilities

• Meet or exceed revenue goals by selling Reltio’s technology and services.
• Apply the Reltio Sales Methodology, MEDDPIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champions, and Competition.
• Leverage consultative selling skills and relationships to engage with stakeholders, decision-makers, and executive sponsors.
• Manage all sales activity through opportunity development, resource allocation, sales team collaboration, account strategy, planning, execution, and accurate forecasting.
• Cultivate and leverage mutually beneficial relationships with strategic alliance partners.
• Lead and participate in developing and presenting a compelling value proposition.
• Identify and develop strategic alignment with key third-party partners and influencers.
• Use Salesforce to manage clients, prospects, partners, and business processes.
• Negotiate pricing and contractual agreements to close sales.
• Perform other duties and responsibilities as assigned.

Requirements

• Bachelor’s degree.
• 10+ years of full lifecycle sales experience, with 5+ years in large enterprise software or technology sales and/or key account management.
• Experience creating detailed business plans and point-of-view (POV) documents.
• Proven ability to manage and lead the entire sales process, including account planning and strategy within an assigned territory.
• Understanding and application of sales methodologies such as MEDDPIC or other enterprise sales methodologies.
• Previous sales methodology training (e.g., R.A.D.A.R./Complex-Selling, TAS, Solution Selling, SPIN) and CRM experience (Salesforce.com preferred).
• Experience selling Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS), or other cloud-based platforms.
• Experience selling enterprise-scale business applications, including ERP, CRM, analytics, MDM, data quality, data integration, or data management technologies.
• Track record of consistent over-achievement of quota (top 10-20% of the company) in past positions.
• Experience managing a complex sales cycle from business champion to the CxO level.
• Demonstrated ownership of all aspects of account/territory management and closing complex sales cycles.
• Ability to maintain accurate and timely prospect and customer deal pipeline and forecast data.
• Experience as a leader in a team selling environment.
• Excellent verbal and written communication skills.
• Spanish language skills.
• Demonstrated consistent over-achievement in past roles while carrying $2MM+ quotas with high average deal sizes.
• Strong personal productivity computer skills, including Google Applications, Salesforce, Microsoft Word, PowerPoint, and Excel.
• Willingness and ability to travel domestically as needed (estimated to be 50%).

Skills That Are Nice To Have

• Cloud Selling Certifications.
• Industry experience in Healthcare & Life Sciences (HLS), Financial Services (FNS), Life Sciences, or B2B2C.
• Experience working in an Account-Based Experience (ABX) Framework.

Pay

Overall market range: $220,000—$350,000 USD.