Enterprise Account Executive - Automotive

The Enterprise Account Executive for the Automotive sector is a results-driven sales professional responsible for driving digital transformation opportunities within OEMs and Tier 1 suppliers. This role focuses on managing and expanding Priority Enterprise and Enterprise accounts within the automotive industry. Priority Enterprise accounts typically have an ARR between $500K and $5M, a total opportunity size of $3M to $10M, and a company size over $2B. Standard Enterprise accounts have an ARR between $50K and $500K, a total opportunity size of $1M to $3M, and a company size over $2B. The Enterprise Account Executive collaborates with cross-functional teams to develop account strategies, ensuring tailored solutions that meet the unique challenges and objectives of automotive clients, such as connected vehicles, electrification, and autonomous driving.

Responsibilities

• Develop and execute account strategies to achieve assigned sales quotas by selling a comprehensive suite of software solutions to Priority Enterprise and Enterprise accounts in the automotive sector.

• Prospect and develop new accounts while maintaining and growing sales within existing accounts, focusing on solutions that address the unique challenges of OEMs and Tier 1 suppliers.

• Lead the entire sales cycle, managing multiple engagements and guiding clients through a value-based process to successful closure.

• Meet or exceed quarterly and annual sales targets, maintaining a strategic approach to client engagement and aligning with automotive industry trends.

• Accurately forecast sales by maintaining comprehensive opportunity profiles and utilizing CRM tools such as Salesforce.com.

• Build strong relationships with key stakeholders, including executives (e.g., CEO, COO, CFO, CIO) and departmental leaders, to identify, qualify, and close new business opportunities.

• Analyze the internal business processes of automotive clients and present tailored technology solutions to meet their unique needs, with a focus on connected vehicles, electrification, autonomous systems, and supply chain optimization.

• Develop a deep understanding of the company's digital thread product portfolio, including CAD, ALM, PLM, IoT, AR, and SLM offerings, and how they align with the needs of the automotive sector.

• Collaborate with internal teams, including technical sales, product management, and global account managers, to ensure alignment and success in global strategies for multinational automotive accounts.

Skills and Knowledge

• Proven record of achieving sales targets, with experience in software sales of at least $1 million in revenue and/or ARR.

• Strong relationship management and consultative selling skills, with the ability to engage with C-level executives and departmental managers in the automotive industry.

• In-depth knowledge of automotive manufacturing and supply chain processes, including connected vehicles, electrification, and digital transformation.

• Proficient in CRM tools and sales forecasting, with a focus on data accuracy and up-to-date information management.

• Knowledge of sales methodologies such as MEDDIC or Command of the Message is a plus.

Experience

• 8+ years of experience selling enterprise software solutions to large enterprise and/or commercial accounts in the automotive sector.

• Demonstrated success in prospecting and developing accounts using a variety of tools and techniques.

• Track record of meeting or exceeding quotas, with experience in managing complex sales cycles in competitive markets.

• Experience working with OEMs and Tier 1 suppliers is strongly preferred.

Minimum Qualifications

• Bachelor's degree in Business, Marketing, Engineering, or a related field, or equivalent experience.

• Willingness and ability to travel as required to support client and business needs.