Enterprise Account Executive

| Chicago | Remote
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Ocient is a data analytics solutions company headquartered in Chicago, and we enable rapid analysis and management of the world’s largest datasets. Over the past five years, Ocient has built an ANSI SQL compliant analytical database for Petabytes and beyond scale datasets that is 10s to 100s of times faster than competitive OLAP databases. We sell data analytics solutions that run on industry standard hardware for use either on-premise or in the cloud.

We’ve been rapidly growing, and our hyper scale data analytics platform is being used by the world’s largest AdTech firms, Government & Intelligence systems, FinTech firms, and Telco operators.

The Enterprise Account Executive is responsible for building client relationships with enterprise businesses within a specified region. People who excel at this job have the ability to build and own an end to end customer life cycle from prospecting to developing and closing business in a timely manner while focusing on the clients’ requirements and pain points. The Enterprise AE must have the ability to negotiate and close agreements with customers and support them and grow the business with them.
This role is a unique opportunity to contribute in a meaningful way on high visibility, high impact projects at a very exciting time for the company. Ocient is an innovative, high-growth, customer-focused company in a large and growing market. If you are an energetic, self-managed professional with experience managing a complex sales process and possess excellent presentation skills, listening skills, and organization and contract management capabilities, we’d love to hear from you.

Responsibilities: 

  • Hunter: aggressively prospect, identify, qualify and develop sales pipeline within the AdTech, Telco / service providers, FinTech, automotive, financial institutions, and insurance companies
  • Close business to exceed quarterly, and annual bookings and revenue goals / quotas while being professional, humble and somebody that everybody wants to work with
  • Develop marketing plans with the marketing team to drive revenue growth. Develop customer references
  • Develop and implement strategies to grow the company’s market share through Ocient’s approved sales methodology
  • Develop your own routes to customers via new business partners, networking, referrals, company lead generation and cold calling, including follow up appropriately to obtain appointments
  • Train and assist business partners to identify target accounts and to achieve specific goals for closing new business
  • Arrange and conduct initial Executive and CxO discussions and positioning meetings
  • Ongoing account management to ensure customer satisfaction and drive additional revenue streams
  • Be familiar with solution-based approach to selling, have experience managing a complex sales process and possess excellent presentation and listening skills, organization and contact management capabilities
  • Plan, coordinate and execute sales presentations to inform, persuade, educate and ultimately close business
  • Learn, develop and implement new ways for Ocient to differentiate itself in the marketplace
  • Acquire in a reasonable amount of time: in depth knowledge of Ocient product and service offering, knowledge of current market and market share, competition and strategy to secure competitors business
  • Work closely with delivery and customer support, keeping them informed of customer needs
  • Prepare necessary reports (RFP’s, metrics, periodic business reviews) and maintain in the company’s CRM database
  • Maintain complete customer documentation and maintain appropriate customer and prospect information into the company’s customer relationship management database
  • Create trusted relationship with the customer and be their biggest champion within Ocient
  • Work closely with Sales Engineering, Solution Architects, Product Management and engineering teams

Qualifications: 

  • BA/BS required, MBA preferred
  • 10+ years of sales and account management (preferably within the areas of SQL based massive scale analytics, data warehouses, relational databases, cloud and/or Big Data) 
  • Proven ability to independently manage, develop, and close new client relationships
  • Experience hitting quota of $1M to $2M+ of bookings per year and has the ability to work with multiple clients and developing the pipeline of customers having a sales process of 6 to 9 months of customer engagement process
  • Ability to sell software, distributed complex analytics and storage architectures, fully hosted managed services and cloud solutions within specific verticals, solutions and use-cases
  • A track record of success in driving consistent activity, pipeline development and quota achievement
  • Experience determining customer requirements and presenting appropriate solutions
  • Excellent verbal and written communication, presentation, and relationship management skills
  • Ability to thrive in fast-paced startup environment
  • Executive level relationship management
  • Ability to demonstrate strong collaboration and relationship building skills across multiple levels and functions within and outside of the organization
  • Ability to demonstrate strong leadership skills and strategic thinking skills 
  • Takes pride in selling solutions profitably with high margin while at the same time solves customer pain points
  • Forecast accurately based on MEDDPICC sales qualification methodology

Bonus points for experience with the following: 

  • Sold, deployed and managed customers with large scale storage and analytics needs
  • Understand competitive database and solution architectures and be able to position Ocient’s strength and weaknesses as compared to those alternatives
  • Computer science and database background – understands complex technical concepts and is able to effectively speak to CTO’s, Chief Architects, Data Scientists and developers
  • Selling to AdTech, Telco’s / large service providers, web-scale, Connected cars and GIS use-cases
  • Has a track record of exceeding sales quotas
  • Be able to provide customer references

Ocient founders have a track record of successful exits and are backed by a best of breed group of investors and management team. As an early team member you will have the opportunity to open new territories and handpick target accounts. Competitive sales compensation plan that will reward your success.

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Technology we use

  • Engineering
    • C++Languages
    • JavaLanguages
    • AngularJSFrameworks
    • HadoopFrameworks
    • Node.jsFrameworks
    • SparkFrameworks
    • NoSQLDatabases

Location

100 N. RIverside Plaza Suite 800, Chicago, IL 60606

What are Ocient Perks + Benefits

Culture
Friends outside of work
Eat lunch together
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Retirement & Stock Options Benefits
401(K)
Company Equity
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Stocked Kitchen
Happy Hours
Professional Development Benefits
Lunch and learns
Promote from within
Mentorship program
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