Strategic Account Executive
We are seeking a highly motivated and results-driven Strategic Account Executive to join our dynamic sales team. This role will focus on cultivating and closing new business opportunities by understanding customer needs, positioning Applause's solutions effectively, and developing long-term relationships with key stakeholders in target accounts. The ideal candidate will have a proven track record of solution selling, account planning, and consistently exceeding targets.
Primary Responsibilities:
- Identify and engage prospective customers through various channels, including cold calling, networking events, referrals, and online research. Create and maintain a robust pipeline of qualified leads to drive net new business growth.
- Understand client needs and pain points deeply to position Applause's testing and digital quality solutions effectively. Conduct thorough needs assessments, deliver tailored presentations, and provide insightful product demonstrations that address customers' unique challenges.
- Articulate the value proposition of Applause's services, highlighting key differentiators and benefits. Communicate how our solutions align with the client's business objectives to establish strong relationships and close deals.
- Develop and execute comprehensive account plans for targeted prospects, outlining strategies to penetrate new markets and industries. Collaborate with internal teams, including marketing, Client Services, and Executive Leadership, to drive successful customer engagements.
- Lead negotiations, handle objections, and craft compelling proposals that align with the customer's requirements and budget. Ensure the timely closure of deals while maintaining a win-win approach.
- Meet and exceed assigned sales quotas and revenue targets, reporting progress regularly to sales management. Utilize SF tools to track sales activities, update customer information, and provide accurate sales forecasts.
- Stay informed about industry trends, competitors, and emerging technologies to position Applause effectively within the marketplace. Leverage this knowledge to drive competitive advantage and adapt sales strategies accordingly.
- Foster strong, long-lasting customer relationships to encourage repeat business and referrals. Provide exceptional post-sales support, collaborating with customer success teams to ensure customer satisfaction and retention.
- Positively contribute to our core values: In It Together, Create Value for Customers, Be Accountable, Celebrate Authenticity, and Crush Your Goals
Qualifications:
- Bachelor's degree in Business, Marketing, or a related field (MBA is a plus).
- 10+ years of experience with a proven track record of success in B2B sales, preferably in services, software testing, SaaS, or technology industries.
- Demonstrated ability to drive net new business growth and meet/exceed sales targets consistently to Fortune 500 companies.
- Strong consultative selling skills, with the ability to understand complex customer requirements and offer tailored solutions.
- Excellent communication, presentation, and negotiation skills.
- Strategic thinking and the ability to develop and execute sales plans effectively.
- Motivated to advance growth in an entrepreneurial, rapidly growing company environment.
What Makes Applause a Great Place To Work
Applause is a world leader in digital quality testing. Since 2007, Applause has been the driving force in testing and digital quality innovation. Our expertise continues to help leading brands deliver quality digital products to their customers. Utilizing the skills of 1.5+ million testers in more than 200 countries and territories, Applause helps the world’s leading brands to deliver quality digital products and experiences to their customers on a global scale. With insightful, actionable testing results that can directly inform go/no go release decisions, we enable our customers to release digital products and experiences better, faster and with confidence.
At Applause, living our core values - In it Together, Be Accountable, Create Value for Our Customers, Celebrate Authenticity, and Crush Your Goals - informs our choices as individuals, as teammates and in our everyday interactions with customers. Our values help to keep us on track to deliver the best outcomes, and to be the very best team we can. Embracing a culture of respect, authenticity and inclusion, we value and celebrate diversity. Together as one Applause Nation, we strive to enable professional opportunities for all employees.
Please visit https://www.applause.com/life-at-applause to learn more about the employee experience at Applause Nation!
Applause is a place where everyone belongs and where we believe everyone deserves the exceptional. Since our founding, we have continued to celebrate diversity and are committed to creating an inclusive environment. If you believe you require a reasonable accommodation under any of the legally protected characteristics, please click here to complete an accommodation request. Please note Applause will only review requests for applications that have been submitted. We will review your qualifications and follow up with you regarding your request if your qualifications meet our current needs.
Salary range for this position is included in accordance with current state/local pay transparency legislation. Please note that salaries may vary for different individuals in the same role based on several factors, including but not limited to location of the role, individual competencies, education/professional certifications, experience, and performance in the role.
