Senior Account Executive

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Formulate and implement multi-year account strategies that align with customer priorities, regulatory initiatives, and technology transformation efforts.

• Develop stakeholder maps encompassing business, operations, security, infrastructure, networking, cloud, architecture, risk, compliance, procurement, and executive functions.

• Establish and sustain executive sponsorship programs.

• Serve as a trusted business advisor, identifying opportunities for measurable business value that extend beyond immediate product needs.

• Promote customer success and foster long-term relationship growth through proactive, outcome-driven account management.

• Cultivate and maintain relationships with senior decision-makers, including CIOs, CTOs, CISOs, leaders in infrastructure and operations, risk leaders, and executives from various lines of business.

• Organize executive engagements, business reviews, innovation workshops, and strategic planning sessions.

• Articulate business value to both technical and non-technical audiences.

• Coordinate engagement with strategic VARs, Systems Integrators, Cloud Providers, Service Providers, and Technology Partners.

• Collaborate with partners to develop joint account strategies.

• Lead virtual account teams across Sales, Solution Engineering, Customer Success, Professional Services, Product Management, Marketing, and Executive Leadership.

• Mentor colleagues and share best practices.

• Act as a role model in account planning, executive engagement, pipeline development, and opportunity management.

• Oversee all aspects of relationships with large, strategically vital accounts while maintaining trusted-advisor status.

• Drive intricate business opportunities across multiple business lines and technology stakeholders.

⛳️ Requirements

• Profound understanding of UK Financial Services operating models, including Tier 1 banking, building societies, financial market infrastructure providers, challenger banks, fintechs, and payment organizations.

• Strong grasp of operational resilience, third-party risk management, cloud governance, cyber security frameworks, and UK and EU regulatory landscapes.

• Capability to foster trusted advisor relationships across business, operational, risk, and executive functions.

• Documented experience leading complex, multi-stakeholder opportunities that involve various buying centers.

• Strong strategic account planning expertise, including white-space identification, stakeholder mapping, executive engagement planning, and the development of multi-year revenue growth strategies.

• Ability to influence decision-making without direct authority in matrixed organizations.

• Proficiency in the MEDDPICC sales methodology.

• Experience in engaging executive sponsors and leveraging executive alignment.

• Capability to create business cases and articulate value in terms of operational efficiency, risk reduction, resilience, business growth, customer experience, and regulatory compliance.

• Exceptional communication skills across board, executive, operational, and technical levels.

• Proven collaboration across internal teams and partner ecosystems.

• Established record of managing and growing Tier 1 Financial Services accounts with complex, multi-million-dollar strategic opportunities.

• Demonstrated success in building executive-level relationships within large enterprise organizations.

• Consistent history of exceeding quotas in enterprise software, cloud, security, networking, or infrastructure markets.

• Experience leading cross-functional virtual account teams and coordinating both internal and external stakeholders.

• Proven track record in developing and executing strategic account plans for long-term account growth and customer advocacy.

• Experience supporting or mentoring Account Executives.

• Ability to work in the UK; the role is based in the UK Homebase.

🏝️ Benefits

• Equal employment opportunity policy.

• Reasonable accommodations for candidates.

• Accommodation requests evaluated separately for the application process and job performance needs.