Associate Account Executive, West

This position will be based on the West Coast.

Mission – Why We Exist, What We Do, and Why We Need You

Profisee exists to empower the possibilities of the data-enabled future. In a world where data drives decisions, opportunity, and innovation, the importance of trusted data simply cannot be overstated. Profisee is a growing Microsoft top tier partner focused on data management solutions in general and, more specifically, in the area of Master Data Management.

The Associate Account Executive, West is a key Sales team member and works with the Profisee Business Development and Pre-Sales team to identify business challenges, conduct discoveries, demonstrations and impact analysis and monetize the impact of deploying a Data Management solution that aligns with prospects’ critical business initiatives to close business and meet sales objectives.

Your Performance Objectives – What You Will Accomplish

Within 3 months you will...

• Gain key foundational knowledge in MDM, use cases, customer stories, processes, team structure, market knowledge, positioning and qualifying, competitive understanding, and shadowing colleagues.
• Gain proficiency in engaging prospects and developing your plan to participate in strategy calls, deep-dive discovery calls and planning effective demonstrations with solution engineers.
• Be supported in learning the territory segmentation, and target account planning.
• Become an expert in research and engagement to lead your own effective demonstrations/presentations.
• Learn how to ensure clarity on the “seven questions*” to qualify and progress before deals move past stage 3.
• Brush up on or read recommended sales process books, such as Challenger, Solution Selling, etc.

After 3 months you will build on this by developing and maintaining rolling pipelines (of each quarter) by

Operationally:

• Owning overall pipeline development, and strategically planning out activities by leveraging your own relationships, the BDR team, Profisee Marketing, Profisee Partners, and Microsoft leads.
• Set up a weekly cadence with BDR and the Profisee extended team and a weekly cadence with key partners to coordinate and drive high-yield opportunities.
• Dedicate at least 8 hours a week to working with partners who can influence leads and business. Be accountable for your forecast and deliver within 20% of the week 4 forecast by the end of the quarter, within 10% of week 8 forecast by the end of the quarter.
• Verbal selection and agreement on commercial terms, and paperwork/redlines in-process for all committed deals.
• Maintain discipline in your pipeline (through Salesforce and Clari), timeliness and accuracy is paramount (no fluff, no sandbagging).
• Deliver revenue every quarter by understanding timing and velocity, getting to power, using agreed upon Mutual Evaluation Plans and bringing in appropriate Profisee resources.
• Ensure all active opportunities are progressing through sales stages every month.
• Understand competition, including “do nothing” to run effective sales process.
• Put together effective proposals with cost against benefit.
• Understand how to leverage Profisee professional services or partners for a competitive services discovery and SOW delivery.

Strategically:

• Continue to develop personal mastery of data management knowledge to ensure that you can articulate to prospects and your extended internal and external selling teams the unique business value Profisee can offer.
• Cultivating deep relationships within Microsoft business applications and Data & AI teams, ensuring that our joint value proposition is understood, and teams are enabled to leverage Profisee.
• Create value for customers during the sales cycle to earn the right to a “give to get” relationship during the sales and consistently broaden touchpoints within accounts during the sales cycle.

After one year, you will be successful by...

• Understanding the prospect’s business problem and the linkage with our solution in order to articulate this value to key leadership and decision-makers.
• Leveraging the Profisee leadership team to gain access to executive leadership both within and beyond.
• Strategically prioritizing your activities and the investment of your time and your extended team’s time to create leverage points that yield a productive pipeline and deal progression.
• Leverage prospect asks to gain insights and broader/higher access in order to be in control of the sales cycle.
• Act as “the quarterback” for every opportunity and lead your extended team by defining the winning themes, competitive strategy, opportunities to gain insight or access, etc.
• Ensure dry- runs and win theme team collaboration for message consistency and winning demonstrations and presentations to enhance control of the internal and customer-facing agendas.
• Control your deals, ensure CRM accuracy, and drive communication among all team members and stakeholders.

Requirements

Competencies – What We Are Looking For

Achiever Pattern: Consistently exceeds quota by taking responsibility, owning the details, making things happen and having a sense of urgency to go above and beyond in delivering personal and company objectives.

Experience Selling Business-oriented Applications/Tools: Bring solid enterprise software experience selling business-oriented applications/tools or analytics platforms versus selling infrastructure or services. Your deals should average around $150k (annual subscription) with a sales cycle average of 4-9 months.

Value Selling and Executive Presence: You should have experience in understanding and articulating real-world business value across multiple verticals (increased revenues and/or reduced costs) versus feature/function selling and present to stakeholders in an articulate, polished, well-communicated format, verbally and in writing.

Desire for Expertise: You should understand the fundamentals of modern IT architecture (ability to whiteboard out typical systems and data concepts). You should have a proactive interest in becoming a subject matter expert in the master data management marketplace with the desire to understand the core solution capabilities, use cases, and competitive advantage.

Curiosity and business acumen: You should be able to understand the business value of MDM and quality data as it relates to different verticals and different companies within a vertical. How would good data help this organization with revenue goals, efficiency, productivity, and the like.

Benefits

Why we think YOU should come work with us

Growth on your terms. Through our company values, collaborative work environment, and your individual career plans you will grow here more than you would anywhere else.

Enjoy where you work. You will become part of an amazing village of Profisors who want to see you progress in your career — all reasons why Profisee is continually recognized as a Top Workplace in Atlanta by the Atlanta Journal-Constitution and most recently national recognition as a Great Place To Work®.

Save for retirement. Profisee offers a 401k retirement plan with company match.

Stay healthy. Profisee offers 100% employer-paid health, dental, and vision insurance for employee-only coverage, competitive family health, dental and vision, and life insurance plans. Profisee also offers employee wellness days throughout the year where you can recharge, re-energize or do whatever is going to fill your cup

Have a life. Profisee employees enjoy autonomy and flexibility. From a hybrid-friendly environment to generous PTO, we aim to support the work-life balance you need. When you live well, we all enjoy the benefits.

Engaged Leadership. Our CEO and Executive Leadership team believe in and focus on organizational health, which supports and drives healthy culture throughout the company.

How We Work – Our Core Values

Growth Mindset: This is the core key value at Profisee which is that we can all learn and grow. There are no limits and we accept mistakes as a part of growing and trying new things. This is one of the things that makes work, life, and our environment both fun and rewarding.

Constructive Candor: Everyone knows how each other feels when we leave a room. We enjoy diverse perspectives with the purpose of finding the best answer, not defending our own.

Helpful: We feel helping our teammates and winning together is more fulfilling than accomplishing something on our own. We want things for, not from, each other.

Get Stuff Done: We have the grit, creativity, and resilience to accomplish our goals no matter the obstacles. We deliver results, not reasons.

Fun is Where Fun is Made: We covet the journey as much as the destination. We strive to make each other laugh along the way.

Profisee | Now you can make it happen™

Equal Employment Opportunity

Qualified applicants will receive consideration for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. Profisee is an equal employment opportunity employer. Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact Jayson Cabrera a jayson.cabrera@profisee.com or 3655 Brookside Parkway, Suite 175, Alpharetta, GA 30022 to discuss reasonable accommodation.