CAREERS

Pentaho

Enterprise Sales Executive

Description:

Pentaho has established itself as the clear leader in commercial open source business intelligence and is growing its bookings, customer base, and team rapidly in a challenging economy. Because Pentaho�s commercial open source model provides a lower-cost alternative for enterprise-class BI, Pentaho is getting attention from leading analyst firms like Gartner, and racking up public wins over traditional players like Business Objects, Cognos, Informatica and Microsoft. Pentaho�s BI technology is distributed globally by other leading technology firms like Red Hat and Sun Microsystems. With an experienced team of BI and open source veterans, Pentaho is well-positioned for continued growth in the BI market, with a significant presence in North America as well as Europe, supplemented by a Global Reseller network. Finally, Pentaho is a fast-moving, fun startup where employees at all levels and in all departments can make a difference, develop new skills, and enjoy the pace and excitement of disrupting a major enterprise software market by delivering better value for customers.

The Enterprise Sales Executive is responsible for expanding and managing Pentaho�s business in the Enterprise Business Intelligence market. This segment is growing rapidly for Pentaho as companies benefit from lower-cost and flexible alternatives to traditional business intelligence (BI) tools. Many organizations start to reevaluate the value of legacy and 20+ years old BI technologies with inflexible pricing models. Most mid-market and larger enterprises struggle to manage multiple costly BI solutions with pressure to get them replaced with more nimble and flexible technologies. The Enterprise Sales Executive will be focused on the upper mid-market as well as the large enterprises. Bookings targets are measured on a monthly basis to ensure consistency and linearity, with significant emphasis on meeting targets, exceeding customer expectations and being able to manage the quarterly pipeline. The candidate is required to provide a proven track record of being an over-performer who can manage stressful situations professionally and methodically. Pentaho offers great career opportunities for the right candidate.
Primary Responsibilities

* Developing and managing relationships within the Pentaho upper mid-market and enterprise segment
* Managing complex sales-cycles and presenting to C-level IT and business executives the value of the Pentaho BI Suite
* Forecasting sales activity and revenue achievement in salesforce.com, while creating satisfied and reference-able customers
* Demonstrating Pentaho�s product and solution offerings via the Web / phone

Required Skills/Experience

* 10-15 years of quota-carrying software or technology sales and account management experience
* Experience selling business applications is strongly preferred
* BI experience is a significant advantage
* Experience with monthly booking targets
* Demonstrated problem solving skills such as combined consulting background and software sales experience
* Demonstrable knowledge of key ROI and TCO principles
* Experience managing the sales cycle from business champion to the CEO/CFO level
* Fluent in English required. Fluent in German or French required
* Track record of over-achieving quota (top 10-20% of company) consistently
* Strong and demonstrated written and verbal communications skills
* Experience managing and closing complex sales cycles
* Ability to work in a fast-paced, team environment
* Strong customer references
* Bachelor or University Degree required

Job Location(s):

United Kingdom,WW

Germany,WW

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