Enterprise Account Executive (Redwood City, CA)

The Enterprise Account Executive at Box is responsible for sourcing and closing new logos within an assigned territory. This involves conducting in-depth research to understand customer challenges, influencing the sales process, and collaborating with internal teams to ensure success. Additionally, the role focuses on managing relationships with multiple stakeholders within enterprise organizations, making it vital to possess strong interpersonal and negotiation skills.

To qualify for the Enterprise Account Executive role at Box, candidates should have a minimum of 6 years of sales experience, preferably in ECM, Cloud, or SaaS industries. A demonstrated ability to close complex deals, experience in building relationships with C-level executives, and a repeatable method for identifying growth opportunities are crucial for success in this position.

Key skills for the Enterprise Account Executive position at Box include strategic thinking, strong communication abilities, and expertise in stakeholder management. The ability to adapt to new technologies and products is also critical, as well as the ability to navigate complex sales processes and influence decision-making at high levels within organizations.

Box promotes a community-oriented culture with an emphasis on collaboration and inclusivity. As an Enterprise Account Executive, you will be expected to work from the office at least two days a week, fostering an environment where team members can share ideas and insights. Box values diverse experiences and strives to ensure that all employees provide and receive support both professionally and personally.

The Enterprise Account Executive role at Box involves travel requirements of up to 50%. This travel is essential for meeting with clients, nurturing relationships, and closing deals across your assigned territory. Being comfortable with frequent travel is an important aspect of succeeding in this role.

When sourcing new business opportunities, I utilize a combination of market research and networking. I identify potential leads by examining industry trends, leveraging data analytics, and engaging with existing contacts. Building rapport and trust with prospects is also vital to my approach.

My sales process for complex enterprise deals typically involves a thorough understanding of the client's business challenges, followed by a tailored solution that highlights the value of the product. I engage key stakeholders early in the process and maintain regular follow-ups to navigate any hurdles that arise.

Building relationships with C-level executives requires a strategic approach. I ensure to research their backgrounds and the specific needs of their organizations. During meetings, I focus on creating a personal connection, actively listening to their concerns, and providing tailored solutions that align with their vision for the company.

I employ a collaborative approach when managing multiple stakeholders. I prioritize identifying common goals among the stakeholders, facilitate open communication, and involve them throughout the sales process. Ensuring that everyone feels heard and respected is key to successfully moving deals forward.

I view objections as valuable feedback and an opportunity to address concerns. I actively listen to the client's objections, empathize with their perspective, and provide clear, factual responses that showcase how our solutions can alleviate their concerns.

In my previous position, I closed a $2 million deal with a large organization by identifying their operational inefficiencies and demonstrating how our solutions could streamline their processes. The entire negotiation involved multiple stakeholders and required tailored presentations.

Teamwork is fundamental in my sales strategy. Collaborating with product teams, customer service, and marketing ensures a unified approach in addressing client needs and maximizing value delivery throughout the sales journey.

I regularly attend industry conferences, subscribe to relevant publications, and participate in webinars. Networking with peers and engaging in continuous learning helps me stay up-to-date with the latest advancements and market trends.

The most critical factor in closing a deal is building trust with the client. Establishing credibility and demonstrating a genuine understanding of their needs allows for a more successful and seamless negotiation process.

I am excited about the opportunity to work for Box because I admire the company's commitment to innovation in content management. Additionally, I'm drawn to the collaborative culture and the chance to contribute to a team that supports significant business transformations for clients.