Account Development Executive, Federal Kabira Technologies

Federal Account Development Executive

Headquartered in Palo Alto, California, TIBCO Software Inc. (NASDAQ:TIBX) provides enterprise software that helps companies achieve service-oriented architecture (SOA) and business process management (BPM) success. With over 4,000 customers and offices in 40 countries, TIBCO has given leading organizations around the world better awareness and agilityâ€"what TIBCO calls The Power of Now®.

Reporting to the Sr. Manager, Account Development for the Americas, the Account Development Executive (ADE) is an integral part of the Marketing Organization and maintains a close alignment with the Sales Organization. The primary responsibility of the ADE is to create qualified prospect meetings for Account Executives that will build pipeline for TIBCO's business units within defined target industries and accounts.

The ADE will focus on three primary sources for prospect meetings: Target Accounts (as defined by the Sales organization), Cross-Sell and Up sell opportunities into existing TIBCO customers, and Marketing generated inbound inquiries from TIBCO potential prospects (as defined by both Marketing and Sales).

Daily tasks include; outbound calling prospective customers, management of SFDC queues for inbound leads, identifying key players within organizations, and effectively communicating TIBCO's solutions. Some account research will be required, primarily as a validation of account information and updating contacts in SFDC. The ability to define TIBCO's value proposition to specific roles/verticals, relation solutions to business challenges and articulate TIBCO customer success stories effectively is paramount to the ADE's ability to be successful.

Specific Roles and Responsibilities:

• Building and progressing pipeline for TIBCO's Infrastructure business by prospecting into target accounts within an assigned industry
• Creating a need for ancillary TIBCO solutions at existing customers (Cross Sell), or increasing scope and breadth of existing solution (Up Sell).
• Responding to inbound leads in line with prioritization set by automated lead scoring (Inbound leads includes all traffic to tibco.com registration pages, calls to TIBCO's 1800 numbers and follow up to agreed Marketing campaigns and events).

• Achieving (at a minimum) agreed monthly opportunity creation and conversion goals. This entails creating S opportunities in Salesforce.com (per TIBCO's definition of the same) and ensuring minimum qualification criteria is fulfilled for each S opportunity created
• Updating and managing SalesForce.com

• 3+ years of experience in phone based positions; inside sales, account management; partner management; etc.
• BS/BA
• Middleware experience (BEA, VMWare, Oracle, SAP, IBM, etc.) preferred, software experience necessary
• Enterprise (large accounts) experience. Has sold to/contacted/dealt with companies
• Great communication skills, verbal/written
• Has interacted/worked with or for the Field Sales Organization

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