Account Executive, Majors Retail

About the role

Snowflake is hiring a Majors Account Executive in Melbourne to grow its business across the retail industry. This is a senior, quota-carrying role where you own your retail stakeholder relationships, run your own pipeline and close deals end to end, working as part of a team.

Key responsibilities

• Partner with the Global Account Manager on account strategy, sharing field intelligence, customer feedback and opportunity insights, and drive customer advocacy through marketing, sales campaigns, education and SI partner engagement.
• Own stakeholder relationships across a portfolio of major retail accounts, building trust and pipeline across Technology, including Data, AI, Digital Commerce and business lines such as Customer, Commercial, Supply Chain and Merchandising.
• Execute full-cycle deals, from prospecting and discovery through business case, procurement and close.
• Act as a trusted advisor by linking Snowflake's AI Data Cloud to outcomes such as demand forecasting, inventory and supply chain optimisation, customer personalisation and omnichannel analytics.
• Build a territory plan with a target prospect list, manage pipeline with rigorous forecasting and CRM hygiene, and run structured MEDDPICC deal cycles.
• Land, adopt and expand Snowflake in your accounts, achieving quota on a quarterly and annual basis.
• Work cross-functionally with Solutions Engineering, Professional Services, Customer Success, SDRs, Marketing, Legal and Finance.

Required profile

• Demonstrated track record of meeting or exceeding quota selling complex technical solutions into the enterprise market.
• Proven success developing and closing new opportunities and building strategic partnerships.
• Ability to run full-cycle enterprise deals, including multi-million dollar annual revenue targets.
• Experience selling to senior business and technology stakeholders at Director, VP and C-level.
• Strong commercial instincts and a collaborative, low-ego approach.

Required skills

• Working knowledge of MEDDPICC or a similar sales methodology.
• Familiarity with solution-based selling in data warehousing, business intelligence, data science, analytics, cloud infrastructure or AI/ML.
• Bonus points: experience in data cloud, data warehouse or AI/ML platform sales; retail, consumer goods or eCommerce exposure; existing relationships in the Australian retail enterprise market; familiarity with retail data use cases such as loyalty, pricing, omnichannel marketing and supplier collaboration.