Position Summary :
Domo is seeking an Enterprise Sales Account Executive to drive strategic sales initiatives into enterprise accounts. The territory represents companies with revenues from $250m to $1bn+ in the UK&I region.
Responsibilities include prospecting, qualifying, selling and closing new logo business into prospects and installed accounts.
This is a new business hunter, individual contributor role with quota carrying responsibility. Whilst the focus is on new business development, there will be a split of approximately 70% new business and 30% account development into existing customers.
Key Responsibilities :
Drive complex, enterprise-wide sales cycles and effectively present Domo’s value proposition to both C-level business and IT stakeholders through strategic value-led engagements
Meet and exceed direct sales goals within assigned territory
Prospect, develop and close new business while creating satisfied and referenceable customers
Manage all aspects of the sales process including lead generation, qualification, evaluation, close and account care, collaborating cross-functionally with Marketing, CSMs and Inside Sales Teams
Balance long-term objectives with short term results in order to maximise overall revenue generation
Acquire and maintain a thorough working knowledge of the company’s software platform and services and a deep understanding of their applications
Effectively position and sell Domo to clients through initial phone conversations, face-to-face meetings, and product demonstrations
Coordinate and manage industry events and user groups to generate market interest
Position Domo’s solutions through strategic value-based selling, business case definition, return on investment analysis, customer references and analyst data
Evangelize the Domo vision through product demonstrations, in-market events, and account specific initiatives
Research the customer environment to create effective business impact models, account plans and win plans; and create business cases, ROI and TCO models
Ensure that all stages of the sales cycle are undertaken effectively to achieve the required results whilst adhering to Domo’s chosen sales methodology - MEDDIC
Manage an individual sales pipeline to ensure an appropriate mix of prospects, new business opportunities and firm proposals
Work strategically with Inside Sales to develop a territory and target account plan to create a healthy pipeline that will yield overachievement in booking targets
Orchestrate and manage team selling efforts between Sales Engineering and Professional Services
Identify and manage risk in his / her business activities and take responsibility for reporting risks in a timely, open and appropriate manner
Forecast, manage and update pipeline activities using Domo’s CRM tool
Job Requirements :
Extensive experience of quota-carrying sales of SaaS business applications or software platforms into large enterprises
Drive complex, enterprise-wide sales cycles and effectively present Domo’s value proposition to both C-level business and IT stakeholders through Business Value-led engagements
Demonstrable track record of consistent over-quota sales performance
Proven track record of senior level stakeholder engagement on complex IT and Business-led opportunities with referenceable client wins
Extensive experience in prospecting, driving, and closing complex enterprise sales cycles
Experience in Business Intelligence, CRM, ERP enterprise software sales
Working knowledge of Business Intelligence competitor products, Data Preparation, ETL, Database, Analytics and Enterprise Data Warehouses.
Understanding of Big Data is preferred
A creative self-starter who can work effectively within a strong team culture whilst independently managing their own business
Experience with sales methodologies such as MEDDIC, Challenger, Sandler
Ability to work in a fast pace, open, collaborative, passionate and driven environment
Ability to manage multiple priorities effectively, network internally to get things done and be accountable for their decisions;
ensuring all stages of sales cycle are running concurrently; opening pipe; progressing; closing deals; prioritizing tasks
Demonstrable knowledge of key Return on Investment and Total Cost of Ownership principles 
