Strategic Account Executive - Nordic region

The Strategic Account Executive at WalkMe is responsible for leading the sales cycle from start to finish, focusing on New Logo Acquisition while also exploring opportunities within existing major accounts. You will manage both inbound and outbound lead requests, work closely with Success Managers to identify up-sell and cross-sell opportunities, and utilize Salesforce.com for revenue forecasting. Presenting WalkMe's solutions using value-based sales techniques and engaging with senior executives in enterprises are also key components of the role.

To qualify for the Strategic Account Executive position at WalkMe, candidates should possess 5-8 years of experience in Enterprise Software Sales or Business Consulting, with a proven track record of success in selling SaaS products. Experience within the Nordic region is crucial, along with the ability to manage lengthy and strategic sales cycles. Familiarity with Salesforce.com for tracking customer engagement is essential, and prior use of WalkMe itself is a significant advantage.

At WalkMe, we understand the importance of maintaining a healthy work-life balance. That's why we offer flexible work arrangements allowing employees to manage their work commitments alongside personal life effectively. Our family-friendly policies are tailored to the needs of our employees, ensuring that family obligations are respected and accommodated.

WalkMe is committed to fostering an inclusive culture that values diversity and collaboration. As a Strategic Account Executive, you'll be working within a supportive environment that encourages continuous learning and professional development. We offer various employee benefits, including flexible hours, and family-friendly policies, along with opportunities to engage in a global community that respects a wide range of experiences and perspectives.

A Strategic Account Executive at WalkMe should be comfortable employing value-based sales techniques that resonate with enterprise clients. It's essential to be proficient at articulating WalkMe's unique value proposition, conducting effective demos, and engaging in negotiation processes. Being process-driven and attentive to tracking customer interactions and sales activities using Salesforce.com can further enhance your effectiveness in this role.

When answering this question, it's beneficial to highlight specific strategies you've employed to maintain momentum throughout a lengthy sales process. Share examples from past roles where you've successfully navigated complex negotiations and how you built relationships with stakeholders over time to ultimately close deals.

Focus on demonstrating your proactive strategies for identifying and targeting new business opportunities. Discuss your methodologies for researching potential clients, engaging effectively through personalized outreach, and using industry knowledge to highlight WalkMe's advantages over competitors.

Mention your experience with Salesforce.com and any other CRM tools that you have used. Explain how you leverage these systems to monitor sales activities, forecast revenue, and adapt your strategies based on data insights to achieve your sales goals.

Highlight your experience in collaborating with Success Managers, Solution Consultants, and other internal departments to achieve common goals. Share specific examples where teamwork and communication led to successful outcomes, especially in terms of closing a sale or resolving client needs.

Discuss your goal-setting approach and how you create actionable plans that break down larger objectives into manageable tasks. Stress the importance of consistency, tracking progress regularly, and being adaptable in your strategy to respond to market changes.

When responding, detail a systematic approach to addressing objections with active listening, empathy, and value-based counterarguments. Include a specific situation where you successfully overcame a client objection to finalize a sale.

Describe your familiarity with different sales methodologies, such as SPIN Selling or Challenger Sales, and how they apply to selling SaaS products. Share examples of how you've used a particular methodology to close a deal effectively.

Explain your approach to simplifying complex information for layman's terms, perhaps by using relatable analogies or visuals. Provide a specific instance where you had to bridge the technical gap to reassure a stakeholder about the value of a solution.

Discuss intrinsic and extrinsic motivators that drive you, such as personal goals, passion for technology, and the thrill of closing deals. Share how these motivators translate into consistent performance and generating results.

Talk about your commitment to continuous learning, whether through attending industry conferences, following thought leaders on social media, or participating in relevant online forums. Highlight how staying informed helps you position WalkMe’s offerings effectively.