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Account Executive

Company: Yellowbrick
Location: San Jose
Posted on: June 10, 2021

Job Description:

Yellowbrick Data is a rapidly growing Enterprise Data Warehouse start-up headquartered in Silicon Valley - the only credible EDW start-up alongside Snowflake. We are selling into a hot market right at the convergence of Big Data, Enterprise Data Warehousing, IoT and the Edge. Our technology is used by the world's largest insurers, credit card companies, telcos, healthcare firms and marketers. Our customers love our product: Most are repeat buyers, and in many cases we've become the new standard for analytics and data warehousing in their respective enterprises. Yellowbrick is well- funded having raised $173m from top-tier venture firms.

Job Overview

The Account Executive will play a key role in Yellowbrick's growth by focusing on building pipeline and winning new clients.  The perfect candidate has a track record of success and is looking to further their career in sales with a company who is invested in their professional growth. Essential attributes include a strong work ethic, natural curiosity, an entrepreneurial spirit, and the ability to be coached.

Our Account Executive will deliver value-based messaging on the benefits of Yellowbrick. They will have experience prospecting into large accounts and running a full sales cycle while keeping client's goals in mind.  This person must be comfortable running complex deals with multiple stakeholders and navigating large organizations. An integral part of the role will be to understand a prospect's use cases and sell our solution to drive business value.

This is an exciting time at Yellowbrick - we are poised for explosive growth and are building a growth-oriented culture with ongoing coaching and training. This is an opportunity for the right candidate to leverage sales and significant business experience with the most innovative data warehouse provider on the market. 

Key Attributes:

  • Always strive to understand and learn
  • Appreciate the use of data and leverage it as a seller
  • Thrive in young fast-growing company and help us build
  • Enjoy collaborating and problem solving with prospects, customers, and peers
  • Care deeply about quality of work and strive to progress each and every day

Responsibilities

  • Develop and run a sales strategy in the allocated territory with a target prospect list, and a regional sales plan
  • Partner with the marketing team to initiate marketing plans to drive growth within key high-value targets
  • Identify and qualify prospects to develop new sales opportunities and ongoing revenue streams
  • Arrange and conduct initial product demonstrations and presentations
  • Manage the complex full sales-cycle, including contract generation and other deliverables for closing
  • Build and lead relationships within Yellowbrick clients, while achieving quarterly and annual sales quotas for an assigned territory
  • Serve as a trusted advisor to your customers by understanding their business and advising on how Yellowbrick can help enable their existing and future IT roadmap
  • Be relentless about Salesforce.com hygiene and forecasting

Qualifications

  • 10+ years' experience in full-cycle sales with a focus on hunting new logos
  • 5+ years' experience selling in Big Data / Analytics
  • Bring a proven rolodex within Fortune 500
  • Ability to work collaboratively and drive an account-based selling approach
  • Ability to sell cross-functionally to multiple stakeholders
  • Expertise in networking, sourcing and developing trusted advisor relationships
  • Experience sourcing, negotiating and closing deals
  • Excellent in-person, video, phone, and written customer communication skills
  • The ability to make formal and informal presentations to staff and clients
  • Demonstrated success in achieving sales goals
  • Able to find, understand and solve complex multi-dimensional problems
  • Creative and flexible
  • Makes decisions based on data

Yellowbrick Data is an Equal Employment Opportunity and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, protected veteran status, disability status, gender identity or any other category protected by applicable law. We hire and promote individuals solely on the basis of qualifications for the job to be filled.

To all recruitment agencies: Yellowbrick Data does not accept agency resumes. Please do not forward resumes to Yellowbrick Data employees or any other organization location. Yellowbrick Data is not responsible for any fees related to unsolicited resumes.

Keywords: Yellowbrick, San Jose , Account Executive, Other , San Jose, California

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