Archer Strategic Account Executive

Strategic Account Executive – DACH Enterprise

Location: Remote - Austria

Archer is a technology company that provides Integrated Risk Management software solutions to other organizations. The Archer Platform provides a common foundation for organizations to manage IT security risk, regulatory compliance, third party/supply chain risk, and more. Non-technical users can automate processes, streamline workflow, control user access, tailor the user interface, and report in real-time using the point-and click interface to build and manage business applications. Archer has been the leading risk management software platform for over 20 years, including acquisitions by RSA, Dell, Symphony Technology Group, and Cinven who recently launched Archer as an independent business unit. https://www.archerirm.com/

The Strategic Account Executive identifies and develops new strategic opportunities with prospective clients, with a focus on 10 strategic enterprise accounts. Archer has been recognized as a market leader in integrated risk management solutions and services for 25 years, and you will benefit from brand recognition in your outbound prospecting efforts.

Responsibilities:

• Drive and manage complex sales cycles, with multiple stakeholders, from initial contact through to contract signature.
• Create and implement a strategic territory management approach including white space analysis to focus prospecting efforts.
• Identify long-term and short-term opportunities. Generate and maintain adequate pipeline coverage given quota and win rates.
• Build your network and leverage cross-functional resources like Sales Development Representatives, Marketing, Presales, Product Management
• Professional Services, Partners and Leadership to achieve objectives and maximize results.
• Develop account relationships and trust by creating a high value working relationship with senior stakeholders.
• Skillfully overcome objections and remove obstacles to gain commitment.
• Negotiate with a focus on maximizing value.
• Ensure high forecasting accuracy and consistency. Update CRM tools regularly and in a timely manner, according to company standards.
• Build and maintain a strong knowledge of Archer solutions and services – and key domains including Enterprise Risk Management, Compliance, Audit, ESG, Cyber Risk, Vendor Risk and Business / Operational Resilience.

Skills:

• Strategic enterprise selling skills and ability to win new business from executive level buyers and influencers.
• Result-driven self-starter with a proven track record of consistently achieving or exceeding sales targets.
• Creative and willing to try new things to overcome obstacles and achieve goals.
• Strong knowledge of SaaS and enterprise software sales methodologies, best practices, and industry trends.
• Recognized as a thought leader on solutions and services.

Education & Experience:

• Minimum of 8 years of field, strategic sales experience with a B2B enterprise software solution, preferably SaaS.
• Demonstrated achievement in enterprise software/IT sales with a strong focus on “hunting” net new logos combined with the ability to manage and grow existing strategic accounts.
• Fluent in German and English. Able to drive C-Level conversations and sales cycles in both languages.
• Located in Austria with valid residency and work permits.

Other Duties:

• Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice at management discretion based on business need.

About Archer’s culture and work environment:

Our people, team collaboration and dynamic leadership is the centerpiece of our great culture and the reason for Archer’s 25 years of success. Over the years, many companies and global organizations have been faced with tough decisions. Throughout these challenging times, Archer has exemplified strong innovation and growth and a commitment to our employees.

Why is this possible? Collaboration is the key to our success. It inspires great innovation and innovative ideas. It is why Archer's is a household name in the GRC space. Companies, from F500 – F1000, come to Archer first - for our thought leadership and for our ability to meet customers where they are.

As we continue to grow and evolve, our focus will remain the same: continue innovating, support our customers and employees and continue driving the risk management industry to new levels.