Senior Account Executive

As a Senior Account Executive at SADA, you will be responsible for managing the sales process and building valuable relationships with enterprise clients. You will engage with C-suite executives to understand their business needs and present innovative solutions based on Google Cloud offerings. Key duties include developing and delivering compelling proposals, establishing co-sell relationships with partners like Google Cloud, and ensuring that client objectives align with SADA's strategic goals. Your role will involve leading a pipeline of deals of varying sizes while maintaining clear communication about forecast status and potential risks.

To be eligible for the Senior Account Executive position at SADA, candidates should hold a Bachelor’s Degree or possess equivalent experience. Importantly, you’ll need to bring at least 5 years of successful experience in selling professional and managed IT services, particularly in a technology environment. A proven track record of surpassing sales targets is essential, as is the ability to negotiate contracts and develop outcome-based proposals. Familiarity with Google Cloud products and services will be a significant asset for this role.

Success for a Senior Account Executive at SADA is defined by achieving sales targets through a strategic blend of relationship-building and solution-selling. This involves creating a robust pipeline and effectively closing deals while delivering value to customers. It also includes cultivating trusted advisor status with clients, where you bring insights that influence their long-term technology and business strategies. Your ability to adapt to changes and continuously drive customer success will be key indicators of your effectiveness.

New Senior Account Executives at SADA can expect a robust onboarding and training process focused on the Google Cloud ecosystem and our service offerings. The initial weeks will include comprehensive learning materials, compliance training, and meetings with team members to understand the company’s culture and available resources. Additionally, you’ll be encouraged to achieve the Cloud Digital Leader Certification within three months of joining, ensuring you’re well-prepared to engage with customers effectively.

SADA offers an attractive array of benefits for Senior Account Executives, including unlimited PTO, competitive compensation packages, and performance-based bonuses. Employees can enjoy generous medical, dental, and vision plans along with life, short, and long-term disability insurance. A 401K/RRSP with a match, Google-certified training programs, and a professional development stipend further enhance our commitment to supporting your career growth. Plus, we’ve been recognized as a top place to work, which speaks to our positive company culture!

To effectively build relationships with C-suite executives as a Senior Account Executive, it’s crucial to approach each interaction with genuine curiosity and a customer-centric mindset. Understand their business goals and challenges, and come prepared to present insights that resonate with their strategic objectives. Listening actively and demonstrating your value as a trusted advisor can solidify your credibility and pave the way for stronger partnerships.

When discussing a successful complex sales strategy, aim to highlight a specific scenario where you navigated numerous stakeholders and challenges. Describe your planning process, the resources you coordinated, and how you adapted your approach as necessary. Conclude by discussing the outcomes, such as achieving sales targets or enhancing the client relationship, which showcases your ability to add value beyond individual deals.

Overcoming objections during sales presentations requires a blend of active listening and strategic response. First, confirm that you fully understand the objection by paraphrasing it back to the client. Then, provide additional information or examples that address the specific concern, ensuring you reinforce the unique value proposition of SADA’s offerings. Finally, invite further questions to maintain an open dialogue and bolster the client's confidence in your solution.

Prioritizing your sales pipeline effectively involves a combination of assessment criteria and structured organization. Use metrics such as deal size, likelihood of closing, and alignment with strategic goals to rank opportunities. Implement time management tools and CRM systems to track progress and set reminders for follow-ups. Regularly reassess priorities based on evolving client needs and market developments to ensure you’re focusing on the most impactful accounts.

Collaboration is vital in the sales process, especially as a Senior Account Executive who works with cross-functional teams. Highlight how leveraging the expertise of Cloud Engineers, Customer Success Managers, and others allows for a more comprehensive understanding of client needs. Emphasize the importance of cohesiveness in strategy development, proposal writing, and execution to achieve the best outcomes for clients while ensuring alignment across your organization.

Staying updated on trends in cloud computing and technology involves continuous learning through industry-related seminars, workshops, webinars, and reading articles or publications. Engaging with professional networks and communities can also provide insights into emerging trends and best practices. Additionally, taking advantage of training and certification opportunities offered by SADA can enhance your knowledge and proficiency in Google Cloud solutions.

Outcome-based selling focuses on understanding the client's desired outcomes rather than solely pushing products. Share a specific example where you implemented this strategy, perhaps by conducting discovery sessions to identify pain points and aligning SADA's solutions to meet the client’s objectives. Discuss how this approach not only fosters trust but also leads to lasting customer relationships and higher satisfaction.

Building and maintaining a robust sales forecast involves diligent tracking of your pipeline and regularly updating projections based on new information and anticipated deal closures. Discuss how you use historical data, industry trends, and client engagement levels to inform your forecasts. Regularly communicate this information to stakeholders to ensure everyone is aligned and ready to adapt to changing circumstances.

Successful contract negotiation hinges on understanding both your client’s needs and your value proposition thoroughly. Discuss the importance of preparing for negotiations by researching the client’s business and historic preferences. Highlight strategies such as actively listening to their concerns, proposing win-win terms, and being flexible where feasible while ensuring that your company’s minimum requirements are met. This approach fosters a positive negotiation atmosphere.

The biggest challenge as a Senior Account Executive can often be adapting to rapid changes in clients’ needs and market landscapes. Share how you handle this by maintaining a proactive mindset, continuously seeking feedback, and employing agile methodologies in your sales approach. Stress the importance of resilience and flexibility to pivot strategies while keeping client-centric values at the forefront of your efforts.