Account Executive

Description:

We are delighted to announce a new opportunity for an Enterprise Account Executive within our sales team, reporting to our RVP of Sales. This high-profile role will be pivotal in driving the sales strategy here at Unily following a recent restructure.

The Account Executive is responsible for new customer acquisition, assigned customer account development and expansion reporting to the RVP of Sales. This person will respond to incoming leads, along with developing an outbound strategy for their named accounts. Understand and assess customer needs and uniquely and expertly position our products and services to meet those requirements.

Main Responsibilities

Developing New Business for Unily

Use business acumen to identify and utilize attractive new customers and opportunities via lead generation tools, social networks, Microsoft, Unily and industry events.
Contribute and be proactive in the development and execution of UK lead generation programs in conjunction with the marketing department.
Assist in growing the Unily relationship with Microsoft and other related partners to drive new business opportunities where appropriate.
Participate in, and on occasion help to organise events, seminars, webinars and other marketing and PR related activities.

Selling to Enterprise Clients

Build and use knowledge of current and future industry trends to position Unily as a trusted advisor and critical business partner for internal communications solutions.
Understand and effectively navigate through the politics of large organisations with senior stakeholders.
Ability to address the complexities of the decision-making process.
Differentiate between supporters and detractors and appropriately address each.
Understand and exploit the customer buying process.
Actively demonstrate knowledge of the competition to proactively position Unily.

Solution Knowledge

Have a broad and deep understanding of all Unily capabilities and be able to effectively articulate the business value in ways that resonate with the customer.
Able to effectively engage Unily Consultants in ways that best serve the customer.

Communication

Actively investigate client needs through effective direct engagement.
Deliver clear and concise presentations with enthusiasm and passion that demonstrate differentiation and knowledge of our products and services.
Emphasise key concepts and gain agreement on actionable next steps advancing a sale.
Assist in the generation of relevant project contracts including responding to RFPs, creating proposals, Service and License Agreements.

CXO Engagement

Adept at overcoming barriers designed to protect senior management from vendors.
Skilfully interact with decision makers, including CXOs demonstrating gravitas.
Understands the roles of all parties involved in a negotiation and their tactics, vision, motivation, sensitivities and intentions.

Negotiation

Exude confidence and gain trust.
Remain professional under pressure and demonstrates responsible decision making.
Diffuse conflict in ways that create additional value and lead to new opportunities.
Understands roles of all parties in a negotiation and anticipates their perspectives.
Make sound business decisions based on experience and understanding of the situation.

Building Relationships

Build effective relationships and collaborate with peers, managers and co-workers across Unily in the UK/Europe, USA, Argentina and Australia/APAC.
Openly communicate and provide timely feedback and share ideas with the team.
Maintain a high level of professionalism and represent Unily as an industry leader.

Achieving agreed Quarterly and Annual Revenue targets

Maintain accurate and up-to-date forecasts.
Regularly communicate updates including material changes to forecast.
Be prepared to reach out when support is required.
Drive for results and focus energy on high value and profitable opportunities.
Own the sales process from initial contact through closing and hand off to the CSM.
Utilise Salesforce platform to track all pertinent information related to the opportunity.

Knowledge, Skills and Experience

Minimum of 5 years or more proven sales success - experience with SaaS based solution sales is a bonus.
Knowledge of sales practice, strategy, tactics, tools in development of the value proposition.
Strong all-round knowledge of the IT landscape with a technical solution understanding – familiarity with the Microsoft solutions stack for Azure and Office 365 is preferred.
Proven track record of building customer relationships and managing key stakeholders.
Ability to clearly and effectively communicate with business, technical and C-level executives.
Has some vertical expertise selling solutions into one or more key industry segments.
Strong verbal skills with the need for occasional public speaking to large groups.
Knowledge of Content Management, Intranet Solutions and Digital Workplace concepts.
Internal Communications and Employee Engagement Solutions background would be ideal.
Customer friendly, with a commitment to doing right by our clients.