Senior Sales Executive
Overview
Enterprise Software Sales Account Executive -Intelligence Community
TIBCO is seeking an energetic and dedicated Sales professional to join our growing Federal division as a Sr. Sales Executive. You will be focused on selling TIBCO SaaS Solutions to the Intelligence Community (CIA, NSA, NRO, DIA, etc).
What You'll Do
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You are responsible for understanding the customer’s business needs and connecting them with the appropriate TIBCO solutions to proactively drive new sales and growth opportunities.
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You are responsible for managing all aspects of the sales cycle from initial prospecting/outreach to deal closure and booking.
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Implement strategies for generating business development opportunities within the territory based on the identified business needs of the client where TIBCO can address those needs.
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Penetrate and develop new prospects and existing accounts, perform sales presentations to prospects, negotiate contracts, and close new business deals.
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Collaborate with cross-functional teams including technical sales consultants, customer success, management, and legal to navigate sales engagements and close opportunities when forecasted.
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Meet and exceed quarterly and annual quotas and key metrics.
Who You Are
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5+ years successful track record of exceeding revenue goals in complex, enterprise software sales.
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Experience selling to the Intelligence Community.
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Desire to make a difference through data and analytical solutions; experience selling data management solutions.
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Compelling communication and effective presentation, time management, and organization skills.
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Experience in aligning with all levels of an organization (from individual contributors to the C suite).
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The ability to understand how to pragmatically apply technical solutions to solve business problems.
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The ability to create a value proposition that aligns with organizational goals and ROI.
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Experience in dealing with complex procurement processes and negotiating T&C’s.
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Ability to successfully manage a sales process through the entire sales cycle (from identifying an opportunity, to proper qualification, to closing).
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Well-founded telephone prospecting, partnering, and marketing skills.
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You have the energy of a self-starter, coupled with robust knowledge of the industry marketplace and business drivers.
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Effective interpersonal skills and customer management experience.
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Travel up to 30% of the time, once safe to do so.
Job Resources:
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We have a local team of professionals: System Architects and Engineers, Sales Support Specialists, and Marketing Representatives.
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In-house Professional Services organization.
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In-house Marketing organization providing lead-generating programs, collateral, and Website production.
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Skillful sales support infrastructure aligned with revenue goals.
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World-class customer and support organization.
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Market-leading and recognized products.
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Award-winning customers.
About TIBCO
TIBCO Software Inc. unlocks the potential of real-time data for making faster, smarter decisions. Our Connected Intelligence Platform seamlessly connects any application or data source; intelligently unifies data for greater access, trust, and control; and confidently predicts outcomes in real time and at scale. Learn how solutions to our customers’ most critical business challenges are made possible by TIBCO at www.tibco.com.