The Account Executive is responsible for developing and maintaining relationships with new and existing customers or partners with the objective of consistently meeting or exceeding assigned sales goal.
Candidates must be physically based in the UK but have the ability to work remotely from within the UK.
What you will be doing
- Develop a comprehensive sales plan to meet or exceed quota including the identification and prioritization of opportunities for assigned moderate risk moderate impact existing or potential customers or partners
- Develop and communicate accurate sales forecasting on a real-time basis
- Proactively initiate contact with potential customers and partners on a regular basis to develop maintain and expand business relationships. Collaborate with all available company resources to develop and maintain pipeline
- Take proactive measures to streamline and constantly improve account management and the sales process
- Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration
- Record all customer account information in the CRM including opportunities commitments meaningful conversations customer visits or sales calls
- Understanding of best practices and market trends as well as customer and potential customers business and technical needs. Pursue opportunities for company expansion and integration
- Engage company specialist and support resources as needed to advance opportunities
- Assist with determining the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
- Attend and actively contribute to trade shows; ensure customers or potential customers are participating in company marketing efforts to the best of their ability
- Develop the closing plan for accounts; engage internal leadership as necessary to help lead negotiation and contracting process to ensure deal is closed on time as forecasted
What will make you successful
- Undergraduate Degree or equivalent experience
- Experience as an Account Manager or Account Executive
- Previous or current experience in Enterprise Software Sales
- Content Services, Digital Process Automation, Artificial Intelligence is a plus
- Experience in leveraging structured sales methodologies, such as MEDDPICC, to effectively qualify leads, run discovery sessions and build strong relationships with clients.
- Proficient in opportunity management and account planning tools
- Salesforce, Microsoft Windows and Office proficient
- Strong ability to establish rapport and gain the trust of others
- Good oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact
- Highly organized and experienced at successfully multi-tasking
- Self-motivated with the ability to manage work independently to completion
- Strong collaboration skills applied successfully within team as well as with other areas
- Or an equivalent combination of education and experience sufficient to successfully perform the principal duties of the job
- Good negotiating and influencing skills
- Experience in Public Sector, Defence or major industries is a plus
- Previous or current experience in holding BPSS, SC or above security clearance levels is an advantage
- Up to 50% travel time required