Senior Enterprise Account Executive - Delphix

The Senior Enterprise Account Executive at Perforce plays a critical role in developing and executing complex sales strategies for high-value accounts. This involves orchestrating intricate sales cycles, exceeding revenue targets, and maintaining strong relationships with C-level executives in Fortune 500 and 1000 companies. The position also requires acting as a subject matter expert on industry trends and providing market feedback to our development teams, ensuring that our innovative solutions meet client needs.

To excel as a Senior Enterprise Account Executive at Perforce, candidates typically require 8+ years of experience in Enterprise Sales or a related field, with a proven track record of exceeding quotas. Familiarity with MEDDPICC and advanced sales methodologies, alongside a deep understanding of the enterprise software landscape, is essential. Experience in selling to C-level executives within Fortune 500 and 1000 organizations is also critical.

Compensation for the Senior Enterprise Account Executive position at Perforce includes a competitive base salary ranging from $150,000 to $165,000, with the potential to earn an additional sales commission. Compensation may vary based on factors such as education, skills, qualifications, and experience. This role is also eligible for benefits such as medical, dental, vision, and retirement benefits, ensuring a comprehensive package tailored for employees.

The Senior Enterprise Account Executive at Perforce will be tasked with developing and implementing complex multi-year sales strategies tailored for high-value accounts in specific territories. This role will require crafting innovative sales methodologies and leveraging internal resources to close significant deals, thus driving the company's growth and achieving sales objectives.

At Perforce, the culture is centered around collaboration, creativity, and growth. Team members are valued for their contributions and actively encouraged to share ideas and insights. The work environment is designed to be both challenging and enjoyable, fostering a sense of belonging amidst shared success. The company proudly supports wellness and recognizes the importance of maintaining a healthy work-life balance.

When discussing MEDDPICC, it’s important to convey how you’ve used this sales methodology to effectively manage the sales cycle. For instance, you might describe situations where you defined Metrics, clarified Economic buyers, engaged with Decision-makers, and ensured that the Pain points were addressed, ultimately leading to successful close rates.

Prioritization requires analyzing potential value and strategic alignment. Discuss frameworks for assessing accounts based on past performance, potential growth, alignment with company goals, and overall sector health. Showing your ability to develop a structured approach indicates organizational skills and strategic thinking.

Building relationships with C-level executives often requires a personable approach combined with a focus on delivering value. Share examples of how you’ve engaged through genuine conversation, tailored solutions, and maintaining contact — be it through regular check-ins or providing insights relevant to their business challenges.

Staying updated can involve a mix of subscribing to industry publications, attending conferences, and engaging with professional groups. Highlight specific resources you rely on and discuss how you apply that knowledge to inform your sales approach and strategy at Perforce.

Detailing a successful negotiation includes discussing the context, challenges faced, and how you navigated to a positive outcome. Focus on your analytical skills, adaptability, and how you fostered collaboration among involved parties to reach a win-win for both sides.

Key metrics can include quota attainment, average deal size, win rate, and customer lifetime value. Articulate not just which metrics you track, but also how you leverage them to drive your sales strategy and make informed decisions.

Discuss a specific scenario where you assessed market needs or client feedback leading to a change in strategy. Emphasize your agility in responding to new information and how that led to successful outcomes.

Explain your approach to building and maintaining strategic partnerships with systems integrators, value-added resellers, and alliance partners. Detail how you collaborate to enhance your sales process and deliver comprehensive solutions to clients.

Handling objections is about listening and responding effectively. Share insights on techniques you use to empathize with the potential client’s concerns while reframing the conversation towards the benefits your solution can provide.

Your answer should reflect your alignment with Perforce's culture and values, along with your passion for the technology industry. Express enthusiasm about contributing to a forward-thinking company and how you believe your skills and experience fit into their vision.