Enterprise Sales Account Executive - Net New

Job Description

The Enterprise Sales Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to net new prospects with high potential. The Enterprise Sales Account Executive brings a unique energy and mentality to business development throughout their territory, finding, developing and closing large scale transformation projects.

We are looking for a dynamic, self-motivated senior sales executive with the following characteristics:

• Annual Revenue - Achieve / exceed quota targets.
• Sales strategies - Develops effective and specific account & Territory plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organisation.
• Trusted advisor - Establishes strong management and CXO relationships based on knowledge of customer requirements and commitment to value and existing knowledge of Enterprise SW solutions. Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information ( new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become IFS references.
• Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize bench-marking and ROI data to support the customer’s decision process.
• Builds business by identifying and selling prospects; maintaining relationships with clients.
• Identifies business opportunities by identifying prospects and evaluating their position in the industry; researching and analysing sales options.
• Sells products by establishing contact and developing relationships with prospects; recommending solutions.
• Maintains relationships with clients by providing support, information, and guidance; researching and recommending new opportunities; recommending profit and service improvements.
• Identifies product improvements or new products by remaining current on industry trends, market activities, and competitors.
• Prepares reports by collecting, analysing, and summarising information.
• Maintains quality service by establishing and enforcing organization standards.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking state-of-the-art practices; participating in professional societies.
• Contributes to team effort by accomplishing related results as needed.

Demand Generation, Pipeline and Opportunity Management

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Pipeline partnerships – Leverage support organizations including Marketing, inside sales, Partners and channels to funnel pipeline into the assigned territory.
• Leverage IFS Solutions – Be proficient in and bring all IFS offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, PLM, EOI, Enterprise Asset Management and MRO) and technology solutions (Business Analytics, Mobility, Technology, et. al)
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support all IFS promotions and events in the territory

Sales Excellence

• Sell value.
• Maintain White Space analysis and execution of initiatives (up sell and cross sell) with Territory
• Orchestrate resources: deploy appropriate teams to execute winning sales.
• Utilize best practice sales models.
• Understand IFS’ competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.

Qualifications

• Hunter mentality and can demonstrate how to develop a robust and consistent business development plan across their territory.
• Extensive years of experience in sales of complex business software / IT solutions / start-up and/or management consulting experience with a value sell mentality
• Enterprise Software experience
• Service industry experience
• Proven track record in complex sales at C-level with a collaborative and impactful manner
• Demonstrated success with large transactions, transformation and lengthy sales campaigns in a fast-paced, consultative and competitive market.
• Must hold a valid driving licence and be fluent in commercial (business-level) Dutch