Enterprise Account Executive (Chicago, IL)

As an Enterprise Account Executive at Box in Chicago, IL, your primary responsibilities will include sourcing and acquiring new logos within your territory, understanding the unique challenges that your customers face, and driving the sales process with various stakeholders in enterprise organizations. You'll collaborate with internal teams to ensure customer success and leverage your expertise to effectively present Box's value proposition.

To be an ideal candidate for the Enterprise Account Executive position at Box, you should possess at least six years of sales experience, with a proven track record in closing complex deals, particularly in ECM, Cloud, or SaaS sales. Experience in effectively building relationships and engaging with C-level executives is crucial. Familiarity with technology and a customer-centric approach will aid you in this role.

Box is dedicated to the success of its Enterprise Account Executives by providing them with extensive resources, including training, market insights, and collaborative opportunities with senior sales leaders. You'll also have access to internal partners who will assist you in moving deals forward and enhancing customer satisfaction, which is vital for achieving successful sales outcomes.

The work culture at Box fosters community and collaboration, encouraging Enterprise Account Executives to engage with one another and bring innovative ideas to the table. Box promotes an inclusive environment that values diverse experiences, ensuring that everyone can thrive and contribute positively. You'll be expected to work from the office at least two days a week, which enhances teamwork and culture.

At Box, Enterprise Account Executives have robust opportunities for career advancement. By showcasing your sales acumen, driving results, and contributing to team success, you may progress into senior sales roles, leadership positions, or even cross-functional opportunities within the company, aligning with your career aspirations and professional growth.

In response to this question, you should outline a structured sales process that includes researching prospects, identifying their pain points, establishing rapport, presenting tailored solutions, addressing objections, and closing the deal. Highlight your adaptability and how you involve stakeholders effectively.

When discussing your techniques, consider outlining specific methods like market analysis, networking, leveraging referrals, utilizing social media to connect with leads, and maintaining relationships with existing clients to discover new opportunities. Be sure to illustrate how these methods have led to tangible success.

Effectively engaging C-level executives involves understanding their overarching business goals and challenges. You should articulate how Box's solutions impact productivity and revenue growth. Provide examples of past successes and illustrate your ability to create a compelling business case tailored to the executive’s needs.

When answering, mention specific CRM tools you've used, such as Salesforce or HubSpot, and how they’ve helped you manage your sales pipeline, track customer interactions, and analyze performance. Share insights on best practices that enhanced your sales strategy.

When addressing objections, describe your strategy to listen actively to the concerns being raised, empathizing with the prospect, and responding with data or case studies that showcase how Box's solution can alleviate their concerns. This demonstrates your strong communication skills and confidence.

Share a detailed example of a complex deal, focusing on the challenges faced, the steps you took to navigate difficulties, and how you ultimately achieved success. Emphasize your strategic thinking and perseverance, as well as the impact it had on your previous company.

Research is crucial to your sales strategy as it helps you understand your prospects' industries, challenges, and needs. Talk about how leveraging research allows you to tailor your messaging and solutions specifically, positioning Box as a valuable partner rather than merely a vendor.

Express your methods for staying motivated, such as setting personal goals, celebrating small wins, and leaning on your team for support and collaboration. Share how maintaining a strong positive mindset and focusing on the larger picture helps you push through tough times.

Demonstrate your knowledge of Box’s market presence by discussing its role as a leader in Intelligent Content Management, highlighting key partnerships, innovative solutions, and its commitment to transforming business workflows through AI. Showing this knowledge indicates your genuine interest in the company.

To prioritize your accounts, discuss strategies like categorizing leads based on potential value, implications of each account on revenue targets, and your ability to balance high-impact accounts with developing opportunities. This illustrates your organizational skills and strategic focus in managing sales performance.