Strategic Account Executive - NY/MA/PA

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Requirements:

• 8-12 years field sales experience, preferably in software sales / SaaS sales
• 4-6 years New Logo Closing experience in a direct selling capacity (Can be in a hybrid expansion / new logo role)
• Closed strategic new logo accounts in the Enterprise space
• Sold in a multi-product selling environment before

Responsibilities:

• Value Selling- focus on highlighting the unique PD value and benefit our products and services can provide to a customer. It goes beyond just features and price, emphasizing the impact and solutions that address the customer's specific needs or challenges
• Understanding the problems and focus areas of your stakeholders and effectively communicating the technical wins and strategic business outcomes we can align to and drive with a PagerDuty partnership
• Aligning use cases with the appropriate service offering / product
• Ensuring complete buyer satisfaction in all interactions
• Establishing, overseeing and maintaining genuine connections with customers
• Negotiate positive business outcomes with new customers for PagerDuty
• Strong presentation skills verbally and visually by customizing content and slides to an internal or external audience; Shares information with customers to build credibility, show integrity, and highlight the value of PagerDuty; and tailors presentations to suit the audience's level and interests.
• Encourages positive conversations between new or potentially new customers and sales teams, leading to solutions aligned with the customer's strategic vision.
• Ensuring that one’s own and other’s work and information are complete and accurate; careful preparation for meetings and presentations; following up with others to ensure that agreements and commitments have been fulfilled to contribute to PagerDuty's long-term strategic initiatives
• Planning - Mapping out your territory assignment, priority account targets and working with your greater support team to drive an effective territory strategy
• Prospecting - leveraging our Marketing, Alliances, BDR programs to develop a point of view and approach to opening net new logo opportunities with a specific focus on Executive level alignment
• Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDICC & COM Framework)
• Closing and managing land-and-expand deals with the main focus on acquiring new customers