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Account Executive

ObservIQ

ObservIQ

Sales & Business Development
Remote
Posted on Wednesday, May 22, 2024

At observIQ, we build tools for modern enterprises to take back control of their observability data. With BindPlane, the industry’s first Unified Telemetry Platform, managing your growing observability costs couldn’t be easier. BindPlane includes a best-in-class observability pipeline, standardizes your data around OpenTelemetry, and makes it simple to manage tens of thousands of agents in complex hybrid-cloud environments. With BindPlane at the foundation of your telemetry strategy, you’ll have the tools you need to manage the growing demands on Observability teams and reduce your costs by at least 40%.

Due to our continued growth, we are now searching for a highly motivated, flexible, proven technology sales leader and professional to join our sales team. Account Executives are major contributors to observIQ’s success as they drive our growth. Working with an SE, channels, field events, and customer success, Enterprise Account Executives hold responsibility and accountability for achieving sales goals in the area. As the face for observIQ, this executive sales role will represent our team, culture, and services with integrity, energy, collaboration, and intelligence to partners, prospects, and customers on a daily basis.

  • Consistently achieve quarterly and annual sales quotas through a solid, measurable sales process while conducting detailed and professional sales campaigns
  • Identify net new prospects in assigned territory through discovery calls, regular partner meetings, events, partner registrations, and personal prospecting
  • Understand the observIQ Unified Telemetry Pipeline capabilities, benefits, outcomes, and industry context to best position our service and navigate an intelligent sales campaign
  • Use internal CRM and communication tools to increase your personal efficiency and productivity while delivering accurate business and customer information to the business
  • Manage multiple business, sales cycles, and customer priorities with 10-20 sales opportunities each quarter while also navigating long-term strategic opportunities
  • Master competitive offerings and differentiation to focus on customer requirements and outcomes ensuring effective opportunity qualification and tactical positioning on sales campaigns
  • Collaborate with internal lead generation resources to establish a pipeline of business and expand opportunities within the territory
  • Be the key person to build a solid rapport with prospects while acting as the team quarterback to keep the sales process moving forward
  • Assist in finding, building, managing, and growing new business partnerships within the reseller and ecosystem community to build pipeline and leverage relationships for competitive advantage
  • Leverage personal networks and business partnerships to generate net new leads for the territory
  • Occasional attendance at events and trade shows
  • Significant in-territory travel to engage onsite with prospective customers
  • Collaborate with the management team to develop near-term and long-term strategic territory plans
  • Lead weekly territory calls and establish strong lines of communication between pre-sales engineering, marketing, channel, inside sales, and other business development resources
  • Constantly improve communication and relationship with pre-sales engineering counterparts to create a cohesive selling process and customer experience
  • Work in conjunction with channel resources to ensure the success of strategic partners and strengthen channel relationships

Required Skills and Experience:

  • Bachelor’s degree (business administration, finance, economics, computer science, computer information systems) or equivalent combination of education and experience.
  • Skilled in selling techniques within a proven sales process framework and a minimum of 5 years experience selling to the mid-market or Fortune 500
  • A proven track record of consistent sales quota achievement
  • Observability, Monitoring, Data Management, or related sales experience required
  • Ability to communicate effectively, in writing and verbally, with both customers and colleagues at all levels
  • Ability to work independently and as part of a team
  • Solid level of technology, spreadsheet, and CRM utilization
  • Devotion to continual personal sales development, customer service, and follow-up
  • Ability to be flexible and work in a rapidly changing environment is required
  • The ability to work with a variety of internal groups
  • Experience in successfully translating and communicating key technical concepts to both technical and non-technical audiences
  • Must be highly motivated, self-starter, possess a positive-aggressive attitude, and have excellent organizational skills
*Note: this is a Remote position