Enterprise Account Executive

Enterprise Account Executive 

Sumo Logic helps make the digital world faster, reliable and more secure.  Our purpose is to bring teams together to solve observability and security issues for digital enterprises.  Sumo is a SaaS Analytics pioneer in continuous intelligence, a new category of software, which enables organisations of all sizes to address the data challenges and opportunities presented by digital transformation, modern applications, and cloud computing. The Sumo Logic Continuous Intelligence Platform™ automates the collection, ingestion, and analysis of application, infrastructure, security, and IoT data to derive actionable insights within seconds. More than 2,400 customers rely on Sumo Logic to build, run, and secure their modern applications and cloud infrastructures. Only Sumo Logic delivers its platform as a true, multi-tenant SaaS architecture, across multiple use-cases, enabling businesses to thrive in the Intelligence Economy.

We are seeking an experienced and highly motivated tech savvy,  sales professional to help us fuel our growth and develop our relationships with both new and existing customers.  We seek an experienced salesperson able to effectively balance high velocity deals with larger complex deals, working in partnership with our channel partners. Our ideal candidate will be a hunter, who has consistently been in the top 10% of the sales teams she/he has worked within. They will have a track record of growing sales, a creative and consultative approach, be able to take initiative to produce results combined with polished presentation skills.

Job Responsibilities:

• Target, manage and sell to new and existing customers, exceed revenue quota goals. 
• Demonstrate the ability to address each customer and partner's unique needs, while providing them with the relevant information and appropriate solutions.
• Working alongside your dedicated Pre-Sales Engineer deliver compelling demo’s, discovery and technical solutions that meet the customers business and technical needs
• Align with your dedicated SDR to create compelling outreach campaigns and generate sales pipeline.
• Qualify and manage inbound leads in order to process through the sales funnel.
• Close and process all prospects, managing an end-to-end sales lifecycle working alongside our talented Pre-Sales Engineers, Professional Services, Sales operations, deal desk, legal and marketing teams
• Engage with Channel Partners and Alliances to extend market reach.
• Work closely with our Customer Success Team for client reviews.
• Create and deliver accurate sales forecasts.
• Provide timely and insightful input back to other corporate functions, particularly product management and marketing.

Desired Qualifications, Skills and Experience:

Effective Selling:   

• Demonstrable sales experience selling B2B software applications; on-demand/SaaS, Security Solutions & IT Infrastructure Management solutions.  
• Proven track record of selling to both a technical audience like IT Operations, Security, and Dev/Ops leaders and practitioners, as well as engaging with Economic Buyers C-level and Procurement teams.
• Deliver oral and written communications that are impactful and persuasive with their intended audience
• Build compelling presentations in conjunction with SE’s for PoV’s, Pro Services and commercial business cases

Customer & Territory Management:

• Act in ways that demonstrate customer focus and satisfaction by building effective relationships with customers and prospects.  Identifying, meeting and exceeding customer expectations, by treating customers with dignity and respect.
• Manage territory, considering each and all accounts, collectively.  Establish accurate plans and forecast, prioritise efforts, generate short term results whilst holding a long term perspective to maximise overall territory viability.
• In-depth knowledge of given industry and relevant marketplace; can speak with authority, e.g., on industry trends, best practices, competitive practices, regulatory issues, etc.

Cultural Fit

• Thrive in a fast-paced, high-growth and rapidly changing industry.
• Passionate about technology to resolve customer problems and operates as a team player, who communicates effectively, and works well in a winning but positive team environment.
• Experienced in company applications such as CRM SFDC and is consistent and timely delivering key tasks such as forecasts, completing enablement training and attending essential company meetings, town halls. 
• Good understanding of sales methodologies such as Meddpicc, sales challengers or other sales methods.

What we can offer you

• Excellent remuneration package with quarterly wellness days and other benefits
• Opportunity to earn with an excellent commission complan, built in accelerators, exciting quarterly SPIFFs, President Club, and other awards
• Full Onboarding and enablement to develop your skills and continuous learning 
• Creative and innovative Leadership team who are engaged with our field sales teams
• A growing client base, -  we are challenging the traditional & legacy ISV’s in this space 
• A dynamic but empathetic, and caring culture - all SUMO’s are respected across the world and celebrate diversity
• We have won over 60+ awards as one of the best places to work!
• An award winning and truly powerful SaaS Analytics platform, in Gartner MQ for both Security & Observability