New Business Sales Executive – Sales Enablement and Revenue optimisation
Remuneration: Base range to £60-80,000 + double OTE
Solutions Sector: Sales Enablement and Revenue optimisation
Location: National remit, home office located
Our client: A highly innovative and successful international software and SaaS vendor with multiple cloud ‘solution suites’ that enable more than one million users at over 9,000 accounts to win and engage customers, automate business operations, manage projects and IT costs, and share knowledge throughout the enterprise.
This is a unique and exciting opportunity to join the sales organization in the company that is leading the market in Sales Enablement and Revenue optimisation > which includes such areas as sales tools for content generation, playbooks, collateral, proposals, RFI / RFP automation, client references, opportunity management, campaign management, client profiling and contact optimisation. We are looking for an individual who has a successful track record exceeding goals in sales of SaaS applications to line of business executives (preferably Sales or Marketing executives), and believes in the value of sales process and technology to enable sales productivity and performance.
Define and execute territory and account strategies to grow business and achieve defined goals.
Targets: £1m ARR
The role will have c. 4-5 existing clients and a probable 20+ target new business acquisition targets
Typical sales order value range £50,000 – £500,000
Vertical focus to include: High Tech, Man, Healthcare, Bus Services. All UK based. Existing clients in the UK: BT, Orange, Sodexo, Hilti, JCI, Workday etc
Develop and apply a long term view of client strategic objectives and business model and how our solutions support their goals and objectives.
Accurately forecast anticipated sales; exercise excellent judgment in qualifying and prioritizing prospects.
Build references to support expanding business.
Drive sales to closure to exceed assigned sales target. Effectively leverage required resources throughout the buying process: Consulting Services, Executives, Engineering, etc. Effectively lead the team setting clear agendas and responsibilities.
Actively probe, listen, and seek to understand the customer’s needs and buying process. Understand and articulate the business problem and how our solutions can address them.
Demonstrate well – honed presentation skills.
Apply intelligence and creative solutions to each selling situation.
Adapt style to audience to achieve results.
Recognize prospects’ internal politics and successfully navigate to achieve objectives.
Maintain accurate and current account information in SFDC.
Demonstrable background of success in selling business applications to senior executives (preferably Sales executives) in relevant enterprises (B-to-B, >1000 employees).
Proven ‘hunter’ experience and attributes – The focus is to develop new accounts with some opportunity to expand existing accounts.
Must have a start-up business mentality – Excited by the prospect of growing a business in a new market, and passionate about sales effectiveness. Motivated by the challenges and opportunities that go along with building a business
As comfortable cold-calling into accounts as following up on marketing-delivered leads
Ability to adapt selling style to differing audiences –and varying buying agendas
Outstanding communication skills — both oral (phone) and written; must be articulate, crisp, concise.
Proven ability to manage multiple priorities and meet sales objectives
Tenacious, determined and hard-working
Prepared to travel where necessary to meet objectives
Committed to teamwork and personally accountable
Experience working from a remote home-office environment and ability to travel to local office where applicable
Degree-level education is preferred
Experience in High Tech, High End Man, Bus Services and Healthcare
Experience Selling to CRO’s
Worked in SFDC eco-System