- Company Name
- Tersea
- Job Title
- Senior Sales Account Executive IT
- Job Description
-
**Job title**
Senior Sales Account Executive – IT
**Role Summary**
Lead new business acquisition and account development for Deskea’s technology solutions (QMA, ASSIST, VOICEBOT, etc.) across large enterprises and mid‑market companies worldwide. Employ a structured selling methodology (MEDDIC or equivalent) to map buyer decision chains, qualify prospects, and convert opportunities into profitable contracts. Collaborate closely with product, engineering, and customer success teams to deliver tailored proposals and manage the entire sales cycle from prospecting to closed deals.
**Expectations**
- Drive quarterly revenue and margin targets independently.
- Build and maintain a robust sales pipeline with a focus on high‑value prospects.
- Deliver compelling value propositions that align with client needs and market trends.
- Negotiate and close complex, multi‑year contracts.
- Foster long‑term customer relationships and upsell opportunities.
**Key Responsibilities**
- Analyze target markets, identify key stakeholders, and define priority prospects.
- Plan and execute direct, targeted prospecting campaigns, ensuring consistent follow‑ups.
- Qualify opportunities using MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion).
- Position Deskea solutions in relation to client challenges and competitive landscape.
- Prepare and present customized commercial proposals, addressing pricing, technical fit, and ROI.
- Lead contract negotiations, ensuring alignment with financial goals.
- Manage the end‑to‑end sales process, from initial contact to post‑sale handover.
- Coordinate internal resources (product, engineering, project management) during proposal development and RFP responses.
- Participate in industry events, trade shows, and professional forums to enhance brand visibility.
- Track and report sales metrics (pipeline health, win rates, forecast accuracy).
- Continuously improve sales techniques, market knowledge, and product expertise.
**Required Skills**
- Proven track record of 5+ years selling complex IT solutions to large enterprises or mid‑market companies.
- Expertise in B2B sales cycles, high‑value negotiations, and multi‑stakeholder alignment.
- Strong prospecting, qualifying, and pipeline management capabilities.
- Excellent communication, presentation, and writing skills.
- Ability to translate technical concepts into business value.
- Analytical mindset with data‑driven decision making.
- Self‑motivated, entrepreneurial spirit, and results‑oriented.
- Team player comfortable collaborating across functional groups.
- Familiarity with CRM systems (e.g., Salesforce) and sales automation tools.
**Required Education & Certifications**
- Bachelor’s degree or higher in Business, Marketing, Computer Science, or related field.
- Professional sales certifications (e.g., Certified Professional Sales Person (CPSP), MEDDIC® certification) preferred.