Territory Account Executive

Position Overview:
The Territory Account Executive is responsible for driving revenue growth for existing and new accounts for all products. Success in this position is measured by increasing the products used by existing customers, moving existing customers to the Diligent One platform, and selling the Diligent One Platform to new customers. This individual contributor role is responsible for initial prospect/customer meetings, pipeline management, and accurate forecasting through to deal completion. The Account Executive II builds strong relationships with commercial stakeholders and strategically leverages their knowledge and experience with Diligent's products, solutions, and strategy to develop deeper product expertise that addresses customers' needs. This position requires a commercially astute individual with a proven track record of success and embodies our culture and values, demonstrating experience collaborating with stakeholders to realize shared goals.

Key Responsibilities:

• Proactively build a deep knowledge of and expertise in Diligent's products, solutions, strategy, and business priorities.
• Responsible for prospecting new and existing business within the designated vertical/territory for complex accounts with longer sales cycles.
• Adopt a 'solutions' selling approach, understanding customer needs and developing solutions through the lens of the Diligent One Platform.
• Build deep relationships with prospects and customers during interactions by being customer-focused, consistently honoring commitments, and connecting the customer to internal commercial stakeholders to foster product growth.
• Develop and execute account plans to ensure revenue targets, quota, and customer business needs are met and collaborate with key stakeholders to drive integrated joint account wins for mutual business growth.
• Lead coordination of Sales stakeholders to prioritize actions for multiple assigned accounts based on customer needs, sales importance, and account risks.
• Develop specialized business plans for customers that drive business outcomes to generate new business and upsells. Present business plans to customers to generate new non-qualified opportunities.
• Create and lead feedback loop processes with product management and product marketing to communicate and relay customer pain points and feedback.
• Demonstrate Sales excellence by managing the end-to-end sales cycle from opportunity to deal close using the Diligent-approved sales methodology.
• Effectively utilize sales tools to prospect new leads, schedule initial meetings, increase win rates, and generate bookings.
• Accurately maintain SFDC records, forecast, and report on projected bookings, deals closed, etc., on a regular basis.
• Demonstrate a deep understanding of the competitor landscape externally, including customers' business strategy and industry direction.

Required Experience/Skills:

• 5-7 years of proven success in account management and achieving revenue targets within the technology or GRC industry.
• Ability to build and maintain relationships with diverse stakeholders at different levels of the organization.
• Commitment to continuous learning, including demonstrated knowledge and expertise of internal products, external industry trends, and customer landscape.
• Strong communication, presentation, and influencing skills.
• High level of curiosity and empathy, with the ability to understand a potential customer's context, issues, and pain points through effective questioning and listening.
• Demonstrated strategic thinking and ability to align technology solutions with business objectives.
• Self-motivated, results-driven, and able to work in a fast-paced and dynamic environment.