National Account Executive - Mission Critical Support

Position Summary:
The National Account Executive MCs provides leadership to the sales process to grow BEA's Mission Critical Support (MCS) revenues within the Americas. This job represents a balanced customer relationship management effort involving new sales and existing contract renewals of BEA Mission Critical Support core offering along with other onsite value add support services that compliment the program. This job also requires the individual to be a key member of an overall strategic BEA field sales team in an effort to drive overall customer loyalty and account penetration.



MAIN RESPONSIBILITIES

<li> Develop strategic MCS selling plan to meet and exceed new and renewal contract sales targets.
<li> Aligns with other BEA field sales teams including account executives, account practice managers, support account managers, and marketing to ensure all support services are positioned properly within the overall account solution strategy. Plan includes working with current Mission Critical Support sales function to transition existing customer opportunities.
<li> Directs all MCS sales activities to meet the objectives of the selling plan
<li> Responsible for penetrating a minimum percentage of BEA's top enterprise accounts
<li> Responsible for ensuring contract renewal for existing MCS customers while growing the MCS footprint within those accounts
<li> Responsible for selling other BEA value add onsite support services within defined account base
<li> Manages interface to other contributors to the MCS sales channel including consulting, product sales, inside support sales, and support account managers, and partners
<li> Represents BEA Support at key industry events and customer functions including trade shows and seminars
<li> Participates in quarterly and annual strategic account planning
<li> Responsible for MCS deal sizing, proposal creation, customer pricing and quotation
<li> Responsible for detailed pipeline tracking of new and renewal opportunities
<li> Responsible for deal management from opportunity qualification to closure
<li> Works with services marketing to ensure customer presentations are current
<li> Works with support account managers to build MCS customer reference base
<li> Manages interface with BEA legal to ensure contract compliance
<li> Manages interface with BEA finance to ensure customer proposals are within pricing compliance
<li> Works with MCS delivery arm to ensure proper program kick off procedures are followed during new customer on boarding
<li> Retain existing account base by exceeding existing contract renewal quota
<li> Maintains detailed account plans and provides updates to sales pipeline tracking tool
<li> Viewed as key contributor to BEA strategic account team
<li> Successfully establish MCS reference accounts

Qualifications
Experience/Skills/
Knowledge (Competencies): <li> Excellent written and verbal communication skills
<li> Ability to articulate BEA company and MCS product value propositions
<li> Self starter with ability to understand customer issues and solve problems by using good judgment
<li> Adapt presentations to suit a particular audience
<li> Key contributor to BEA field account team helping to drive license and services revenue across MCS customer base
<li> Ability to take command of a deal
<li> Uses good timing and carefully calculated strategies when negotiating a deal
<li> Ability to look out for BEA's best interests when pressured by customers to give deal concessions
<li> Ability to predict and prepare for emerging customer needs
<li> Ability to manage multiple opportunities
<li> Uses effective time management to prioritize daily activities
<li> Builds and maintains long term relationships based on trust
<li> Strong working knowledge of software support aspects including contract terms, support sizing, renewal processes, and software license association
<li> IT customer service experience a plus
<li> Software support sales a plus
<li> Superior professional presence and business acumen
<li> Excellent presentation skills
<li> Competitive and energetic
<li> Ability to travel extensively within geographical territory<li> BS or BA degree in Business, Marketing, Computer Science, or related field
<li> At least 5 years experience in outside sales or field account management representing IT solutions in a complex selling environment