Enterprise Account Executive - Partner Solutions

As an Enterprise Account Executive - Partner Solutions at ON24, you will focus on identifying, qualifying, and closing sales opportunities specifically within the realm of partner engagement for large enterprise clients. Your responsibilities will include leveraging pre-existing relationships, collaborating with Enterprise account teams, conducting impactful presentations, and maintaining organized sales logs within Salesforce.com. The role requires a strategic approach to sales, consulting with prospects to identify tailored solutions, and achieving specified revenue targets.

To be successful as an Enterprise Account Executive - Partner Solutions at ON24, you should have prior experience selling partner relationship management solutions to Fortune 500 companies, especially within the technology sector. Essential skills include the ability to craft effective sales strategies, proficiency with Salesforce.com, excellent organizational abilities, and strong oral and written communication skills. A detail-oriented and results-driven mindset is crucial for succeeding in this dynamic and fast-paced environment.

The Enterprise Account Executive - Partner Solutions role at ON24 includes moderate travel requirements, approximately 10-15% of your time. This travel is primarily for face-to-face meetings with prospects and customers, allowing you to establish stronger relationships and better understand client needs directly.

ON24 offers a comprehensive perks and benefits package for the Enterprise Account Executive - Partner Solutions role. This includes health benefits tailored to you and your family, an unlimited PTO policy, 11 paid company holidays, and additional wellness days. Moreover, ON24 promotes professional development through reimbursements for home office expenses and access to fitness and wellness perks, making it a fantastic environment to grow personally and professionally.

The base pay for the Enterprise Account Executive - Partner Solutions role at ON24 ranges between $130,000 and $150,000. However, it's important to note that this is not a guaranteed compensation and actual earnings can depend on various factors such as experience, education, skills, and location. The role's compensation structure is designed to reflect the value you bring to the company.

When answering questions about building relationships, emphasize your networking skills and specific strategies, such as leveraging LinkedIn for introductions, attending industry events for face-to-face connections, and focusing on providing value to potential partners by sharing insights or solutions tailored to their business needs.

Discuss your familiarity with Salesforce.com by detailing how you've utilized it to track prospects, log meetings, set reminders for follow-ups, and analyze sales data to refine your approach. Highlight specific features you’ve used, like reports and dashboards, to get a clear view of your sales progress.

Outline your approach by mentioning active listening and asking probing questions to gather detailed insights into the customer's situation. Explain how you would synthesize this information to propose tailored solutions that not only meet their needs but exceed their expectations.

Illustrate your method of addressing objections by emphasizing understanding and acknowledging the client's concerns first. Share examples of how you would provide facts or testimonials that support the solution, while keeping the conversation focused on benefits rather than pushing too hard for a sale.

Showcase your research on ON24 by discussing its mission, values, and examples of its innovative engagement solutions. Highlight aspects that resonate with you, like its focus on personalization and connected insights, and how these elements can drive sales and marketing innovation for clients.

Discuss your time management techniques, such as prioritizing tasks based on deadlines and utilizing calendars or task management tools to stay organized. Provide examples of how you've successfully met quotas in previous positions, ensuring to emphasize flexibility to adapt as requirements change.

Share a specific example, detailing the industry, target customer profile, and the steps you took to develop and execute your strategy. Explain the results, how you measured success, and what you learned from the experience that you could apply to your role at ON24.

Explain how creativity influences your ability to solve problems and engage clients differently. Maybe you devised unique promotional content or adapted presentations to fit client cultures or preferences. Offer insights into why creativity is essential, particularly in engaging others and standing out in competitive markets.

Mention the methods you use to keep abreast of industry developments, such as following industry publications, attending relevant conferences or webinars, and networking with peers. Highlight how staying informed allows you to bring valuable insights to your conversations with clients.

Convey your enthusiasm for the company’s mission, culture, and the innovative solutions it provides. Discuss how your values align with ON24’s goals and how you see your experience and skills bringing added value to the team and its clients.