Description
Precisely
Precisely is proud to be an Equal Opportunity and Affirmative Action employer. We celebrate everything that makes an applicant unique. We will consider all qualified applicants without regard to race, color, creed, religion, sex (including pregnancy), age, sexual orientation, gender identity, gender expression, national origin, ancestry, physical or mental disability, marital status, genetic information, citizenship status, or veterans' status or other applicable legally protected characteristics. We are committed to providing reasonable accommodations for candidates with disabilities in our recruiting process.
Position Title: Senior Account Executive
Application and Interview Impersonation Notice: Impersonating another individual when applying for employment, and/or participating in an interview process to assist another individual in obtaining employment, with Precisely Software Incorporated (Precisely) is unlawful. If Precisely identifies such fraudulent conduct, then as applicable and to the extent permitted by law, the application will be rejected, an offer (if made) will be rescinded, or the employment will be terminated, and legal action may be taken against the impersonators.
Precisely is the leader in data integrity. We empower businesses to make more confident decisions based on trusted data through a unique combination of software, data enrichment products and strategic services. What does this mean to you? For starters, it means joining a company focused on delivering outstanding innovation and support that helps customers increase revenue, lower costs and reduce risk. In fact, Precisely powers better decisions for more than 12,000 global organizations, including 95 of the Fortune 100. Precisely's 2500 employees are unified by four company core values that are central to who we are and how we operate: Openness, Determination, Individuality, and Collaboration. We are committed to career development for our employees and offer opportunities for growth, learning and building community. With a "work from anywhere" culture, we celebrate diversity in a distributed environment with a presence in 30 countries as well as 20 offices in over 5 continents. Learn more about why it's an exciting time to join Precisely!
Overview:
We are seeking an experienced software sales professional to join our with knowledge of customer experience solutions, core system insurance sales, and strong industry connections across Insurance. This position will be based in the US, reporting directly into the VP Global 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 Preciselys growth and success is based on our customers 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 teams 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 Preciselys Marketing, Sales Engineering, Services teams and more to generate customer demand and compelling business propositions based on Preciselys 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 Preciselys Salesforce CRM.
- Support the VP of the Engage line of business in accordance with the regions strategy and plans.
What we are looking for:
- Bachelors 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 insurance vertical 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.
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.
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