Account Executive, Key Accounts (East) - job 1 of 2

The Account Executive, Key Accounts (East) at Smartsheet is primarily responsible for executing our sales strategy targeting Global 2000 accounts. This includes exceeding software and services sales quotas, forecasting and managing the sales pipeline, driving customer engagement, and collaborating internally to ensure positive outcomes for clients. Successful candidates will develop multi-year account plans and actively engage with decision-makers to promote Smartsheet's value proposition.

To be successful in the Account Executive, Key Accounts (East) position at Smartsheet, candidates should have 5-10 years of enterprise sales experience, particularly in complex software solutions. A proven record of consistently exceeding quotas is essential, alongside strong presentation and negotiation skills. Additionally, familiarity with value selling methodologies and experience engaging with C-suite executives is crucial for cultivating relationships and closing high-value sales.

As an Account Executive, Key Accounts (East) at Smartsheet, you will follow a dynamic sales process that includes both transactional land/expand strategies and value-based solution selling. Leveraging tools like MEDDICC, you'll assess customer needs, forecast accurately, and manage your pipeline effectively. Collaboration with internal teams and external partners will enhance the customer experience, allowing you to drive substantial growth within your assigned accounts.

At Smartsheet, professional growth for the Account Executive, Key Accounts (East) is a priority. The company offers access to Udemy online courses for continuous learning and development opportunities. Employees are encouraged to pursue their career paths proactively, and with a culture that values diversity and innovation, you will have mentorship and resources to cultivate your skills and advance within the organization.

Smartsheet provides a competitive benefits package for the Account Executive, Key Accounts (East) role, including 100% employer-paid HSA premiums, a 401k match to support your savings, monthly stipends for productivity, and flexible time off. Additional perks include comprehensive health coverage, life insurance, generous parental leave, and opportunities for community volunteering, all designed to promote a strong work-life balance.

When answering this question, highlight specific examples of how you exceeded quotas and achieved substantial growth in your past roles. Discuss the strategies you implemented, the metrics you tracked, and how you adapted to challenges. Mention how your approach aligns with Smartsheet's values of innovation and customer engagement.

To build relationships with C-suite executives, it's crucial to demonstrate value and understand their business objectives. Discuss your techniques for initiating conversations, sharing insights that resonate with them, and maintaining ongoing communication. Emphasize your ability to listen actively and adjust your approach based on their feedback.

In your response, explain what MEDDICC entails and your personal experience using it in the sales process. Share specific instances where applying this methodology has led to successful deals. Incorporate how you adapt these strategies to suit different client interactions effectively.

When answering this question, narrate a concise story about a challenging deal, the obstacles faced, and the steps you took to navigate through them. Highlight your resilience, problem-solving skills, and how you leveraged internal resources to gain client trust and ultimately succeed.

Discuss your experience with data-driven decision-making in sales. Describe the types of data you analyze, such as customer behavior or sales trends, and how those insights influence your strategies for prospecting, targeting accounts, and managing the pipeline.

Outline your strategies for managing your sales pipeline effectively. Share the tools and metrics you utilize to track progress, forecast results, and prioritize actions. Emphasize the importance of timely follow-ups and how you adapt your methods based on the specific needs of each client.

Preparing for executive-level meetings requires thorough research and tailored approaches. Explain how you gather insights about the client's business, understand their strategic objectives, and develop an agenda that addresses their specific needs. Discuss your approach to presenting your solutions succinctly and effectively.

In your answer, provide a detailed example of an upselling experience. Discuss your research, the client's needs, and how you aligned additional solutions to enhance their experience with your product. Highlight the positive outcomes and relationship benefits that resulted from this upsell.

Share the personal techniques you use to stay motivated, such as setting clear goals, celebrating small wins, or seeking inspiration from peers. Discuss how a positive mindset influences your interactions with clients and helps you overcome setbacks in a competitive environment.

Emphasize the importance of communication and collaboration during the transition from sales to implementation. Discuss how you ensure client expectations are aligned, introduce them to the implementation team, and provide necessary resources to facilitate a smooth onboarding process.