Enterprise Account Executive

Summary

Join insightsoftware's dynamic sales organization as an Enterprise Account Manager and cultivate relationships with existing clients across North America. You will be responsible for achieving revenue targets, identifying growth opportunities, and introducing new products. This role involves prospecting, networking, and understanding client challenges to articulate the value proposition of insightsoftware's solutions. Successful candidates will receive training and development, with advancement opportunities for top performers. The role includes territory planning, account research, and multi-stakeholder engagement to close opportunities and ensure customer success. Accurate forecasting and regular reporting are essential.

Requirements

• Undergraduate Degree
• CRM (preferably Salesforce), Power-point, Excel, Word, Outlook
• Strong experience of successful achievement of targets in a Software Sales role preferably to Finance professionals
• Three Pillars: Finance, ERP, Sales methodology
• Career experience which includes a solid grounding as a BDR (or recruitment)
• Proven Hunter mentality that looks for creative methods to open up dialogue with accounts
• Ability to recognize tactical and strategic opportunities at organizations (business acumen)
• Proven to be coachable to new methodologies
• Adaptable to a constantly changing internal (M&A) and external environment
• Accustomed to working to a sales methodology (e.g. Miller Heiman; Challenger; SPIN, Medic, Scotsman, etc)
• Working to High Activity Numbers and accustomed to building own pipeline
• Ability to present and recognize business value to an organization
• Ability to converse with mostly finance oriented prospects and other operational staff (Accounting background preferable, but sales to the office of the CFO acceptable)
• Successfully selling for a company with a lesser known or new brand in the marketplace
• Board-level communication skills
• The emotional intelligence to work with multiple stakeholders across the organization (including partners) and with ISW stakeholders
• Time-management skills to ensure enough time is spent across: Enablement Outbound Prospecting Territory Management Opportunity Management/ Progression Administration Preparation for Calls and Meetings Self-evaluation and reporting

Responsibilities

• Territory planning and prioritization
• Account research and value hypothesis
• Prospecting into the sales territory
• Providing guidance to BDRs for additional prospecting activity
• Qualification and requirements definition of business challenges
• Dependent on solution, providing high-level demonstrations
• Working with Solution Engineers to provide comprehensive solution options to prospect requirements
• Building business cases in conjunction with the prospect and internal stakeholders
• Completion of RFPs
• Multi-stakeholder engagement, including services team, to define project scope and costing
• Closing of opportunities
• Post-sales handover to services team
• Account management and customer success engagement
• 90% accurate forecasts of deal completion dates and deal values
• Weekly, monthly, quarterly and annual achievement of KPIs
• Weekly reporting and discussion of KPIs to line manager
• Keeping Salesforce up to date with recent engagements, MEDDIC and the like
• Correct use of business applications e.g. Salesloft, Zoominfo, LinkedIn, Conference facilities, mutual action plans, online university and the like
• Attendance and certification in ongoing sales enablement