Senior Account Executive

Overview:

We are seeking an experienced software sales professional to join our with knowledge of customer experience solutions, core system banking/insurance sales, and strong industry connections across Financial Services and Insurance. This position will be based in the US, reporting directly into the Senior Director of Sales, you will play a critical role in driving the growth of our Customer Engagement Solutions business. They should be able to work independently while effectively communicating and aligning with key stakeholders in the business. This is not a farming role, you will prospect aggressively -both cold and warm- to build your pipeline. You will be responsible for leading the entire sales cycle through to signed contracts, with support from global Engage teams. This role will require the successful candidate to orchestrate their own regional business, to coordinate multiple resources from internal and external teams (including an extensive network of partners and resellers), to take accountability for successful commercial outcomes, to participate actively in marketing, business development, and thought leadership activities. Past ability to demo complex software technology is a requirement.

The Senior Sales Account Executive is a results-focused, motivated sales professional who will identify and bring to closure direct sales engagements, upgrade and expand existing accounts, and work closely with regional partners. They will develop and implement a comprehensive strategy that maximizes opportunities for Precisely products and services. As Precisely’s growth and success is based on our customer’s success, a passion for owning and driving the complete customer lifecycle is critical.

What you will do:

• 80% of your time will be spent with prospects, identifying and progressing new sales opportunities that align with the Customer Engagement Solutions strategy. You will be required to be consistent in building customer relationships, uncovering pain points, and networking with customers and partner organisations. You will be responsible for direct and indirect sales, including net new business as well as some growth opportunities within existing accounts.
• 10% of your time will be spent aligning with your colleagues in other Precisely teams such as Pre-Sales and Product Specialists, to engage with customers, meet client requirements, drive brand awareness across your region, and show our differentiation. You will lead the Precisely team’s efforts in your territory to build new pipeline and achieve your sales quota.
• 10% of your time will be spent working with other Precisely sales teams, including renewals and professional services, to collaborate on innovative cross-sell and up-sell opportunities. You will also be expected to provide feedback to Precisely product, development and solution teams on future product requirements and enhancement requests.
• Learn and understand Precisely products and services, and the Precisely approved sales methodology.
• Develop an understanding of key industry trends, market opportunities, and common pain points in your territory.
• Develop and execute business plans to generate pipeline and revenue within assigned territory.
• Build strong client relationships and leverage that network to expand into new accounts or buying centers.
• Collaborate with Precisely’s Marketing, Sales Engineering, Services teams and more to generate customer demand and compelling business propositions based on Precisely’s solutions.
• Leverage internal resources and the broader Precisely ecosystem - channel partners, distributors, and technology partners - to extend your reach and impact within your territory.
• Prioritize customer value and experience throughout the customer lifecycle.
• Document sales steps and manage your territory forecast utilizing Precisely’s Salesforce CRM.
• Support the VP of the Engage line of business in accordance with the region’s strategy and plans.

What we are looking for:

• Bachelor’s degree in business or related field and 10+ years in enterprise software sales and 5+ years’ experience in Customer Engagement Solution sales. Equivalent experience will be accepted in place of the educational requirement.
• Track record of success in high-value enterprise software sales (USD 1m to USD 10m+ total contract value)
• Detailed understanding of SaaS, Managed Service and On-Premise applications.
• Sound understanding of omni-channel customer engagement
• In-depth knowledge of industry verticals and key players in the assigned territory
• Significant experience working with reseller and channel partners
• Strong rolodex of senior-level contacts, will be expected to secure significant meetings in the first 3 months of employment
• Strong technical background
• Experience with Challenger Sales, Solution Sales, or other consultative sales techniques.
• Strong client engagement and relationship-building skills at all levels.
• Strong negotiation skills and demonstrated success with value- or outcome-based selling.
• High levels of intellectual curiosity and adaptability; you strive to understand your clients’ businesses and collaborate to define innovative solutions.
• Approximately 25% travel is required.
• This is a remote position anywhere in the US

Preferred Requirements

• Successful selling history within a global company with a broad products / services portfolio.
• Demonstrated experience driving complex sales cycles and customer success within a matrixed selling organization.

#LI-IH1