Strategic Account Executive - Netherlands

As a Strategic Account Executive at WalkMe, your key responsibilities will include managing the entire sales cycle from prospecting and conducting demos to closing deals, primarily focusing on acquiring new logos within the Netherlands. You will also expand business opportunities within major accounts and work collaboratively with Success Managers to identify potential upsell and cross-sell opportunities.

To qualify for the Strategic Account Executive position at WalkMe, candidates should have 5-8 years of experience in Enterprise Software Sales or Business Consulting, with a successful track record in selling SaaS products. Experience managing long sales cycles and proficiency in Salesforce.com is essential, alongside excellent presentation skills.

The sales process as a Strategic Account Executive at WalkMe involves driving the entire sales cycle which includes business development, conducting demos, creating proof of concepts, and ultimately closing deals. Success in this role relies on inbound and outbound lead management, as well as building relationships with senior executives at target organizations.

WalkMe stands out as an employer by fostering an inclusive culture that celebrates diverse perspectives. We prioritize the well-being of our employees through family-friendly policies, flexible work arrangements, and a supportive work environment that encourages professional development and community.

As a Strategic Account Executive at WalkMe, important sales metrics to track include monthly and quarterly revenue forecasts, quota achievements, customer engagement levels, and the overall success of new logo acquisition strategies. Utilizing Salesforce.com to monitor these metrics is crucial for effective performance management.

When approaching the sales process, I begin by thoroughly researching potential clients to understand their needs. I then tailor my presentations and proposals to highlight how WalkMe’s solutions align with their goals, ensuring that I follow a structured yet adaptive approach to each sales cycle.

In a previous role, I encountered a particularly challenging sale with a large enterprise. By patiently building relationships and understanding their specific pain points, I customized a proposal that showcased the long-term benefits of our solutions, ultimately leading to a successful close.

I utilize a systematic approach to manage leads effectively, employing tools like Salesforce.com for tracking and categorizing leads. I prioritize follow-ups based on potential value and maintain a communication strategy that keeps leads engaged while nurturing them through the sales funnel.

To consistently meet sales quotas, I set clear, measurable goals and regularly review my pipeline to identify opportunities and areas for improvement. Building strong relationships with clients and adapting my strategies based on their feedback also play a significant role in achieving my targets.

When presenting a solution, I consider the client’s specific business challenges and objectives, tailoring my messaging to demonstrate how WalkMe’s platform can address their needs effectively. I always aim to highlight measurable outcomes they can expect from implementing our solutions.

I adapt my sales techniques by first assessing the unique characteristics of each client, including their industry, culture, and decision-making processes. By developing a personalized strategy that resonates with their specific situation, I can foster better engagement and outcomes during the sales cycle.

Teamwork is vital in my approach to sales; I actively collaborate with Solution Consultants and Customer Success Managers to align our efforts. By sharing insights and feedback, we can create a cohesive strategy that maximizes our strengths and supports client success.

For long sales cycles, I emphasize maintaining consistent communication with all stakeholders involved. Regular updates and follow-ups help keep the project on their radar, while also educating them about our solutions to ensure they are well-informed and engaged throughout the process.

When faced with objections, I attentively listen to the client’s concerns and acknowledge them. I then provide clear, honest responses that address their issues while reaffirming the value of our solutions. Turning objections into opportunities for deeper discussion is pivotal in winning the client’s trust.

I am excited about the potential of joining WalkMe due to its innovative solutions and commitment to digital adoption. As a Strategic Account Executive, I would love to contribute to a culture that embraces diversity, encourages collaboration, and focuses on professional growth, aligning with my values and career aspirations.