PagerDuty empowers teams of all kinds to do the critical work that moves business forward through the PagerDuty Operations Cloud.PagerDuty is seeking a dynamic Majors Account Executive with experience selling SaaS products to enterprise accounts. In this hybrid role, you will report to a Regional Sales Director and be responsible for both client acquisition and expanding existing accounts. We are looking for a sales champion who embraces technology, excels in a consultative sales approach, and captivates a tech-savvy audience.The ideal candidate will exhibit all the characteristics associated with a high-performance sales culture, specifically leading and managing a pipeline of new business and expansion opportunities. You will develop and execute strategies for acquiring new clients and expanding existing accounts to deliver results against sales targets. Your target accounts will fit our ideal customer profile model in the +$500 million in revenue space, focusing on approximately 25 accounts. You will need to have the ability to go wide within accounts to align our operations cloud story to different stakeholders (multi-product catalog).As a customer-centric organization, PagerDuty places immense value on delivering exceptional sales experiences. Your mission will be to go above and beyond, ensuring our customers receive nothing short of the finest sales journey imaginable.Key Responsibilities:Value Selling:Possess a deep understanding of the problems and focus areas of your stakeholders and effectively communicate the technical wins and strategic business outcomes we can align to and drive with a PagerDuty partnership.Develop strategic plans that anticipate and address customer needs and preferences based on competitor knowledge and industry trends.Identify long-term strategies to grow accounts by aligning with our customers' big problems and objectives.Sales Effectiveness:Negotiate positive business outcomes with existing customers for PagerDuty.Manage and close complex, multi-product sales cycles in the +$500 million in revenue space.Conduct consistent and effective conversations with senior-level executives (VP+) to garner interest and support for new initiatives.Strong presentation skills verbally and visually by customizing content and slides to an internal or external audience; share information with customers to build credibility, show integrity, and highlight the value of PagerDuty; and tailor presentations to suit the audience's level and interests.Encourage positive conversations between existing customers and sales teams, leading to solutions aligned with the customer's strategic vision.Sales Execution:Plan by mapping out your territory assignment, priority account targets, and working with your greater support team to drive an effective territory strategy.Utilize historical data and market trends to provide accurate forecasts to management.Prospect by leveraging our Marketing, Alliances, BDR programs to develop a point of view and approach to opening net new logo opportunities with a specific focus on executive-level alignment.Create effective strategies and qualify opportunities within accounts, including plans for winning business for PagerDuty.Document key qualification details, including use case, purchase timeframes, and next steps (MEDDICC & COM Framework).Proactively engage internal resources and partners at the right time and in the right manner to move the sales process forward throughout their accounts.Basic Qualifications5-8 years field sales experience, preferably in software sales / SaaS sales.3-5 years of experience expanded into new areas of existing accounts.Enterprise Account Management experience with $500M+, Fortune 500 and Global 2000 companies.Sold in a multi-product selling environment before.Effective time management, complex deal management, account planning, and analytical skills.Consistent track record of exceeding sales targets.Self-sufficient with the ability to work independently and collaboratively.Previous Sales Methodology training (e.g., MEDDIC, SPIN, Command of Message, Challenger Sales).PagerDuty is a flexible, hybrid workplace. We embrace and encourage in-person working as an integral part of our culture. This role is expected to come into our Sydney (New South Wales) office one time per week.
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