Major Sales ExecutiveAU-New South Wales-North Sydney, Australia
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About TibcoHeadquartered in Palo Alto, CA, TIBCO Software enables businesses to reach new heights on their path to digital distinction and innovation. From systems to devices and people, we interconnect everything, capture data in real time wherever it is, and augment the intelligence of organizations through analytical insights. Thousands of customers around the globe rely on us to build compelling experiences, energize operations, and propel innovation.
Our teams flourish on new ideas and welcome individuals who thrive in transforming challenges into opportunities. From designing and building amazing products to providing excellent service; we encourage and are shaped by bold thinkers, problem-solvers, and self-starters. We are always adapting and providing exciting opportunities for our employees to grow, learn and excel.
We value the customers and employees that define who we are; dynamic individuals willing to take the risks necessary to make big ideas come to life and who are comfortable collaborating in our creative, optimistic environment. TIBCO – we are just scratching the surface.Overview
To support our expansion and continuous growth trajectory, we are seeking a Major Accounts Executive with proven new business sales experience looking to further their career in a fast paced dynamic environment.
What You’ll Do
As Major Accounts Executive you will sell TIBCO software solutions and services into major enterprise accounts in your region and be responsible for managing the entire sales process from identification to deal closure with a value driven sales approach.
You will be working in a fast-paced environment, for a company which is on the leading edge of innovation.
Main responsibilities include:-
+ Meet and exceed quarterly revenue targets by driving new opportunities and selling software solutions into major accounts within FSI vertical
+ Understand in depth each customer’s business objectives, challenges and issues.
+ Position TIBCO solutions through strategic value based selling, business case definition, ROI analysis, references and analyst data.
+ Cross-collaborate with different departments/divisions within TIBCO to manage the end to end sales process through engagement of appropriate resources such as Pre-sales, Professional Services, Sales Operations, Legal, Finance etc.
+ Develop and maintain a pipeline through a combination of cold calling and market sector knowledge/intelligence to ensure over-achievement.
+ Maintain operational excellence on a weekly basis by accurate forecasting and information flow to your management team.
+ Maintains professional and technical knowledge by attending educational workshops, leveraging eLearning sessions, establishing personal networks, and participating in professional societies
+ Update and maintain Salesforce.com with accurate customer and pipeline data.
Who You Are
+ Extensive, relevant experience selling complex software solutions gained within a global enterprise software or SaaS organisation offering a complex set of solutions and services to the major banks and financial institutions
+ Experience selling SaaS, PaaS, selling complex data management software solutions (SOA/BPM/BAM/BI/Analytics/MDM and other data related solutions) to business decision makers
+ Proven ability to manage net new business as well as develop existing business opportunities
+ Be inventive and creative in your approach to selling, create superior customer value propositions and invent new ways to satisfy customer demands.
+ Active network of C-level contacts among Fortune 500 companies or equivalent with the ability to influence decision makers
+ Ability to manage a lengthy and complex sales cycle and proven ability to identify, qualify, develop and close opportunities
+ Demonstrable track record of sales over achievement
+ Credibility at all levels and evidence of building strong relationships internally and with the customer
+ Have a good technical knowledge of the product groupings and marketplace in order to engage directly with CIOs, CTOs and Senior Level Architects
+ Experience and preference for working in a US sales culture/environment with the associated cyclical pressures
+ Structured and rigorous yet able to take risks where necessary – solutions minded
Please note you must have full working rights for the country you are applying for. If on a work permit or visa please make sure the details along with expiry date are included on your application.
Applications and CVs must be in English.
TIBCO is an equal opportunities employer and welcome applications from all suitably qualified persons regardless of their race, sex, disability, religion/belief, sexual orientation or age.
TIBCO is an equal opportunity employer.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact TIBCO Software at email@example.com for assistance. “Applicant Accommodation” should be included in the subject line of the email.