Strategic Account Executive - WEST

As a Strategic Account Executive at Atlan, you'll be responsible for driving revenue growth by acquiring new clients and enhancing our market presence. You will manage the entire sales cycle, from building a robust pipeline to engaging strategically with key accounts. Your role involves understanding complex business challenges faced by clients and positioning Atlan’s solutions effectively. Additionally, you’ll stay updated on industry trends to ensure we remain at the forefront in the Data & AI governance sector.

To qualify for the Strategic Account Executive position at Atlan, prospective candidates should have at least 5 years of sales experience, particularly in securing new business within strategic accounts of 10,000+ employees. A proven track record of achieving sales targets in a fast-paced environment is essential. Familiarity with the modern data stack or experience in a fast-growth SaaS scale-up is highly beneficial.

Success for a Strategic Account Executive at Atlan is measured through consistent achievement in sales targets, effective management of the full sales cycle, and the ability to build and maintain relationships with key accounts. Additionally, understanding clients’ unique business challenges and effectively aligning Atlan’s solutions to meet their needs is crucial. Demonstrating agility in a dynamic market and contributing to team revenue growth are also key indicators of success.

A great fit for the Strategic Account Executive role at Atlan would possess a blend of relationship-building skills, sales acumen, and analytical thinking. Candidates should be adept at managing internal stakeholders, possess strong project management skills, and have a deep understanding of the data governance landscape. A proactive approach to pipeline management and a thorough knowledge of sales methodologies such as Command of the Message and MEDDPICC can set candidates apart.

Strategic Account Executives at Atlan are provided with significant opportunities for professional growth due to the fast-paced environment of the company and the sustained revenue growth. With the company seeing 2x growth in the past 7 months, there is ample room for career advancement, potential leadership roles, and expanded responsibilities, particularly as you establish trust and relationships with key accounts.

Managing a full sales cycle involves understanding each stage, from prospecting and lead generation to closing deals. Start by building a strong pipeline through networking and referrals. Engaging potential customers requires thorough research and personalized outreach to identify their business needs. During the pitch, clearly articulate how Atlan’s solutions address their challenges. Post-sale, ensure strong customer engagement to foster long-term relationships and upselling opportunities.

In a previous sales role, I implemented a strategy that focused on utilizing CRM data to prioritize outreach. By analyzing past interactions and identifying high-potential leads, we could customize our approach significantly. This effort increased our closing rate and led to a substantial boost in sales figures, showcasing the importance of data-driven strategies in sales success.

Staying informed involves a mix of continuous learning and proactive engagement. I regularly read industry publications, attend webinars, and participate in networking events to gain insights. Additionally, I find discussions with peers and clients particularly valuable for understanding the nuances of emerging trends. This proactive approach ensures that I can position Atlan's solutions effectively to address current market needs.

Cross-functional collaboration has been pivotal in my previous roles. I regularly participated in joint meetings with marketing, product teams, and customer support to align strategies and share customer insights. This collaboration allowed us to refine our pitch, address client pain points directly, and drive successful outcomes. Building these internal relationships is crucial to delivering seamless service to clients and maximizing sales potential.

Empathy in sales is fundamental, particularly in strategic accounts. Understanding clients' unique challenges and emotions allows for a more personalized approach. By actively listening and asking insightful questions, I’ve been able to build trust and rapport, which significantly enhances client relationships. When clients feel understood and valued, they are more likely to engage deeply and invest in solutions that truly meet their needs.

Handling objections effectively involves active listening and responding with empathy. I always acknowledge the client's concerns before providing well-researched responses. This approach not only reassures them but also presents opportunities to highlight how Atlan’s solutions can alleviate specific issues. The goal is to shift the conversation from resistance to collaboration, finding a middle ground that addresses their worries while showcasing the value we offer.

Building and maintaining client relationships involves consistent communication and value delivery. I prioritize regular check-ins and informative updates about our solutions and industry insights. Additionally, I focus on being a resource for clients, providing guidance and support even post-sale. Demonstrating genuine interest in their success fosters long-term relationships that benefit both the client and Atlan.

In a challenging sale, I leveraged a consultative approach. I took the time to understand the client’s pain points and tailored our proposal to address each one specifically. By involving key stakeholders throughout the process and keeping communication transparent, we were able to build consensus on the solution provided. This personalized engagement ultimately led to a successful closing, demonstrating the power of targeted solutions in overcoming obstacles.

Following metrics in sales is essential for tracking progress and identifying areas for improvement. Metrics provide valuable insights into sales performance, conversion rates, and customer engagement levels. By analyzing data regularly, I can spot trends, refine strategies, and adjust my approach to meet targets effectively. Metrics empower us to make informed decisions that enhance overall sales efficiency and effectiveness.

Preparation for meetings with strategic clients starts with thorough research. Familiarizing myself with the client’s industry, recent news, and their business challenges helps tailor my approach. I also prepare relevant case studies and data points to support our discussion. Setting clear objectives for the meeting ensures that we stay on track and address the most important topics. This level of preparation demonstrates professionalism and commitment, leaving a positive impression on the client.