About The Role We're hiring a Strategic Account Executive to win and grow strategic enterprise accounts. You will own the commercial outcome—from pipeline creation to close—by practicing insight‑led selling: reframing the customer's initial problem, quantifying the cost of inaction, and mobilizing buying committees around a compelling "why now." You'll lead multi‑stakeholder enterprise cycles with CFO/CIO/Shared Services/Procurement leadership, partnering closely with Solutions Engineering, Marketing, and Customer Success to run disciplined deal plans, deliver value‑based proposals, and land enterprise rollouts. What You'll Own Pipeline creation & territory strategy * Build and execute a territory/account plan: target accounts, stakeholders, sequencing, and multi‑threading strategy. * Create net‑new pipeline through outbound prospecting, partner motion, events, and customer referrals. * Maintain disciplined pipeline hygiene and forecasting; operate a repeatable, metrics‑driven cadence. Insight‑led selling & deal shaping * Practice insight selling:
challenge the customer's initial framing and introduce a sharper point of view on where value is trapped (exceptions, approvals, master data, controls). * Run executive discovery to uncover operational bottlenecks and decision friction—and translate it into a crisp target‑state narrative, urgency, and mutual action plan. * Build internal alignment across CFO/CIO‑led buying committees, including champions, economic buyers, IT/security, and process owners. Commercial ownership: value case, negotiation & close * Own the business case, pricing strategy, proposals, negotiation, and contracting. * Quantify and communicate value (capacity release, cycle time reduction, control/compliance improvements, stack simplification) and tie it to executive priorities and budget. * Drive the deal to closure with clear next steps, strong deal governance, and accurate forecasting. Orchestration across presales & delivery * Partner with Solu
📌 Strategic Account Executive (España)
🏢 Blp
📍 España