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Strategic Account Executive - East at PagerDuty. Location Information: United States. PagerDuty is the leading digital operations management platform for businesses. Our SaaS-based solution empowers over 10,000 small, mid-size and enterprise global customers such as Comcast, eHarmony, Slack and Lululemon with the insight to intelligently respond to critical disruptions for exceptional customer experience. PagerDuty was founded to deliver a new and innovative approach to increase business response and efficiency. When brand reputation depends on customer satisfaction, PagerDuty arms businesses with the insight to proactively manage incidents and events that may impact customers across their IT environment. We were recently included in the 2017 Deloitte Technology Fast 500, Inc. 500 and Forbes Cloud 100 lists. . Possess a deep understanding the problems and focus areas of your stakeholders and effectively communicating the technical wins and strategic business outcomes we can align to and drive with a PagerDuty partnership.. Develops strategic plans that anticipate and address customer needs and preferences based on competitor knowledge and industry trends.. Identifies long-term strategies to grow accounts by aligning with our customers Big Problems and objectives.. Negotiate positive business outcomes with existing customers for PagerDuty.. Managing and closing complex, multi-product sales cycles for Fortune 500 accounts.. Conducts consistent and effective conversations with the senior-level executives (SVP+) to garner interest and support for new initiatives.. Strong presentation skills verbally and visually by customizing content and slides to an internal or external audience; Shares information with customers to build credibility, show integrity, and highlight the value of PagerDuty; and tailors presentations to suit the audience's level and interests.. Encourages positive conversations between existing customers and sales teams, leading to solutions aligned with the customer's strategic vision.. Planning - Mapping out your territory assignment, priority account targets and working with your greater support team to drive an effective territory strategy.. Utilize historical data and market trends to provide accurate forecasts to management.. Prospecting - leveraging our Marketing, Alliances, BDR programs to develop a point of view and approach to opening net new logo opportunities with a specific focus on Executive level alignment.. Create effective strategies and qualify opportunities within accounts, including plans for winning business for PagerDuty.. Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDICC & COM Framework).. Proactively engages internal resources and partners at the right time and in the right manner in order to move the sales process forward throughout their accounts.. 12+ years field sales experience, preferably in software sales / SaaS sales. 6+ years of experience expanded into new areas of existing accounts. Strategic Account Management experience with Fortune 500 companies. Experience selling to C-level executives. Sold in a multi-product selling environment before. Travel expectations around 30%. Effective time management, complex deal management, account planning, and analytical skills. Consistent track record of exceeding sales targets. Self-sufficient with the ability to work independently and collaboratively. Previous Sales Methodology training (e.g. MEDDIC, SPIN, Command of Message, Challenger Sales). Pay range:. $160K - $185K. Competitive salary. Comprehensive benefits package from day one. Flexible work arrangements. Company equity*. ESPP (Employee Stock Purchase Program)*. Retirement or pension plan*. Generous paid vacation time. Paid holidays and sick leave. Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO. Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)*. Paid volunteer time off: 20 hours per year. Company-wide hack weeks. Mental wellness programs