Enterprise Sales Specialist m/f/d (Saas)

Job Description

The Sales Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers with high potential.

The Sales Account Manager brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate company products and Services.

The Sales Account Manager has accountability for increasing revenue of all products / solutions through Software License, Cloud Subscription Revenue and Customer Engagement and retention activities.

Responsibilities

Essential duties and Accountabilities;

Account and Customer Relationship Management

• C Level access ability to access C Levels, involving Company Executive Sponsors.
• Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth.

Develop relationships in new and existing customers and leverage to drive strategy through organisation.

• Political acumen ability to understand Customer’s power-map, internal and external influencers.
• Trusted advisor - Establishes strong management and CXO relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, the value of solutions, the value of implementation expertise).

Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.

Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape.

Review and analyse public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.

Business Planning Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.

Utilize bench marking and ROI data to support the customer’s decision process.

Demand Generation, Pipeline and Opportunity Management

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Pipeline partnerships Leverage support organisations including Marketing, inside sales, Partners and channels to funnel pipeline into the assigned territory.
• Leverage company Solutions Be proficient in and bring all enterprise offers to bear on sales pursuits including Industry Solutions, LOB solutions (ERP, EOI, Enterprise Asset Management and Field Service Management) and technology solutions (Business Analytics, Mobility, Technology, et. al)

Sales Excellence

• Define and position the company Unique Business Value to address customer requirements and v’s competitors.
• Qualify opportunity (business driver, compelling event), competition, power map and decision process.
• Create, maintain and leverage the Customer Account Plan to expose, share and develop company vision for the customer, both inside the company as well as with partners and ultimately with the customer.
• Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
• Ensure account teams (support and services, other Key Account managers) and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events.

Additional Information

You will work in a growing, global enterprise software company where informal hierarchies promote simplicity and trust with responsibility.

We strive to deepen our expertise by taking on challenging and varying work assignments in a collaborative environment together with committed colleagues.

With professionalism and a strong customer focus in everything we do, from R&D to Sales and Consultancy, we are proud to serve world-class customers all over the globe with our leading products.

We are an equal opportunity employer and value diversity at our company.