Reltio
Overview
At Reltio, we believe data should fuel business success. Reltio's AI-powered data unification and management capabilities—encompassing entity resolution, multi-domain master data management (MDM), and data products—transform siloed data from disparate sources into unified, trusted, and interoperable data. The Reltio Data Cloud delivers interoperable data where and when it's needed, empowering data and analytics leaders with unparalleled business responsiveness. Leading enterprise brands—across multiple industries around the globe—rely on our award-winning data unification and cloud-native MDM capabilities to improve efficiency, manage risk and drive growth. Reltio has earned numerous awards and top rankings for our technology, our culture and our people. We were founded on a distributed workforce and offer flexible work arrangements to help our people manage their personal and professional lives. If you're ready to work on unrivaled technology where your desire to be part of a collaborative team is met with a laser-focused mission to enable digital transformation with connected data, let's talk! Job Summary
The successful Senior Account Executive is highly energetic, proactive, competitively driven, and achievement-oriented. Senior Account Executives combine their knowledge of technology, mastery of complex selling, and a proven track record of business-to-business sales to sell and deliver Reltio's data-driven applications platform. Job Duties and Responsibilities
Meet or exceed revenue goals by selling Reltio's technology and services to new and existing customers. Apply the Reltio Sales Methodology, MEDDPIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champions, and Competition. Leverage extensive consultative selling skills and long-standing relationships to engage with stakeholders, decision-makers, and executive sponsors. Manage all sales activity through opportunity development, resource allocation, account strategy, planning and execution, and accurate forecasting. Cultivate and leverage mutually beneficial relationships with strategic alliance partners. Lead and participate in the development and presentation of a compelling value proposition. Identify and develop strategic alignment with key third-party partners and influencers. Use Salesforce to manage clients, prospects, partners, and business processes. Negotiate pricing and contractual agreements to close the sale. Other duties and responsibilities as assigned. Skills You Must Have
Bachelor's degree. 10+ years of full lifecycle sales experience with 5+ years in large enterprise software or technology sales and/or key account management. Industry experience selling into Pharmaceutical and Life Sciences companies. Experience creating detailed business plans and POVs. Managing and leading the entire sales process. Developing Account Planning and Strategy with an assigned territory. Understanding and application of sales methodologies such as MEDDPIC or other enterprise sales methodologies; previous Sales Methodology training (R.A.D.A.R. / Complex-Selling, TAS, "Solution Selling," SPIN, etc.), CRM experience (Salesforce.com preferred). Experience selling Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS) or other cloud-based platforms. Experience selling enterprise-scale business applications, including ERP, CRM or analytics, MDM, data quality, data integration or data management technologies. Track record of consistent over-achievement of quota (top 10-20% of the company) in past positions. Experience managing a complex sales cycle from business champion to the CxO level. Experience managing and closing complex sales cycles and ownership of all account/territory management aspects. Maintain accurate and timely prospect and customer deal pipeline and forecast data. Experience as a leader in a team selling environment. Excellent verbal and written communication skills. Demonstrated consistent over-achievement in past roles while carrying $2MM+ quotas with high average deal sizes. Strong personal productivity with Google Applications, Salesforce, Microsoft Word, PowerPoint, and Excel. Willingness and ability to travel domestically as needed (estimated at 50%). Skills That Are Nice to Have
Cloud Selling Certifications. Experience working in an ABX Framework. Compensation
At Reltio, compensation factors vary based on location, job family, background, skills, and experience. Overall Market Range:
220,000—$350,000 USD . Reltio is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Reltio is committed to providing reasonable accommodation to applicants with physical and mental disabilities.
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At Reltio, we believe data should fuel business success. Reltio's AI-powered data unification and management capabilities—encompassing entity resolution, multi-domain master data management (MDM), and data products—transform siloed data from disparate sources into unified, trusted, and interoperable data. The Reltio Data Cloud delivers interoperable data where and when it's needed, empowering data and analytics leaders with unparalleled business responsiveness. Leading enterprise brands—across multiple industries around the globe—rely on our award-winning data unification and cloud-native MDM capabilities to improve efficiency, manage risk and drive growth. Reltio has earned numerous awards and top rankings for our technology, our culture and our people. We were founded on a distributed workforce and offer flexible work arrangements to help our people manage their personal and professional lives. If you're ready to work on unrivaled technology where your desire to be part of a collaborative team is met with a laser-focused mission to enable digital transformation with connected data, let's talk! Job Summary
The successful Senior Account Executive is highly energetic, proactive, competitively driven, and achievement-oriented. Senior Account Executives combine their knowledge of technology, mastery of complex selling, and a proven track record of business-to-business sales to sell and deliver Reltio's data-driven applications platform. Job Duties and Responsibilities
Meet or exceed revenue goals by selling Reltio's technology and services to new and existing customers. Apply the Reltio Sales Methodology, MEDDPIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champions, and Competition. Leverage extensive consultative selling skills and long-standing relationships to engage with stakeholders, decision-makers, and executive sponsors. Manage all sales activity through opportunity development, resource allocation, account strategy, planning and execution, and accurate forecasting. Cultivate and leverage mutually beneficial relationships with strategic alliance partners. Lead and participate in the development and presentation of a compelling value proposition. Identify and develop strategic alignment with key third-party partners and influencers. Use Salesforce to manage clients, prospects, partners, and business processes. Negotiate pricing and contractual agreements to close the sale. Other duties and responsibilities as assigned. Skills You Must Have
Bachelor's degree. 10+ years of full lifecycle sales experience with 5+ years in large enterprise software or technology sales and/or key account management. Industry experience selling into Pharmaceutical and Life Sciences companies. Experience creating detailed business plans and POVs. Managing and leading the entire sales process. Developing Account Planning and Strategy with an assigned territory. Understanding and application of sales methodologies such as MEDDPIC or other enterprise sales methodologies; previous Sales Methodology training (R.A.D.A.R. / Complex-Selling, TAS, "Solution Selling," SPIN, etc.), CRM experience (Salesforce.com preferred). Experience selling Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS) or other cloud-based platforms. Experience selling enterprise-scale business applications, including ERP, CRM or analytics, MDM, data quality, data integration or data management technologies. Track record of consistent over-achievement of quota (top 10-20% of the company) in past positions. Experience managing a complex sales cycle from business champion to the CxO level. Experience managing and closing complex sales cycles and ownership of all account/territory management aspects. Maintain accurate and timely prospect and customer deal pipeline and forecast data. Experience as a leader in a team selling environment. Excellent verbal and written communication skills. Demonstrated consistent over-achievement in past roles while carrying $2MM+ quotas with high average deal sizes. Strong personal productivity with Google Applications, Salesforce, Microsoft Word, PowerPoint, and Excel. Willingness and ability to travel domestically as needed (estimated at 50%). Skills That Are Nice to Have
Cloud Selling Certifications. Experience working in an ABX Framework. Compensation
At Reltio, compensation factors vary based on location, job family, background, skills, and experience. Overall Market Range:
220,000—$350,000 USD . Reltio is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Reltio is committed to providing reasonable accommodation to applicants with physical and mental disabilities.
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