Account Executive (Install Base Sales – Enterprise Service Management (ESM))

Job Description

We are looking for a hungry, focused and resilient farmer salesperson with great collaboration and sales execution skills to help grow the business across existing customers in the Enterprise Service Management (ESM) Business Unit.

In the ESM organization you will play a vital role in driving revenue growth by identifying and pursuing new opportunities at our existing customers.

You will be entrepreneurial in nature and excel at building a relationship network, creating pipeline and closing opportunities.

By using a consultative approach to value-based selling you will use your industry knowledge, business acumen and expertise in enterprise software sales to identify and qualify deals, leading to sales opportunities within our existing customer base.

This position offers an excellent opportunity to learn the intricacies of software sales while contributing to the success of a rapidly growing company.

Responsibilities

• Strong sales execution and continued sharpening of these skills
• Prepare, own, and maintain Territory Plan for targeted accounts
• Prepare Account Plan including deal action cards, mutual evaluation plans, and power maps for named accounts
• Own the end-to-end sales process including demand generation, understating customer needs, agreeing a mutual evaluation process, owning the RFI / RFP process, building a business case for change and winning business, and utilizing resources within a matrix organization to get the job done.
• Owning the annual sales targets and delivering as per the quarterly budget
• Continued pipeline building and demand generation activities to achieve 4x pipeline coverage
• Liaison with Sales leadership and Global teams to build a strong internal network and collaboration
• Manage and maintain complete CRM and Account hygiene, at all times, along with sales cadence, administration and reporting to ensure accurate forecasting

Qualifications

You will demonstrate :

• In-industry, enterprise software sales quota-carrying sales cycle delivery across the assigned geographic market within the assigned industries and accounts across the market unit
• Proven ability to consistently meet and over-achieve quota
• Ideal strong understanding of Enterprise Service Management, IT Service Management (ITSM) or IT Operations Management (ITOM) best practices and methodologies (ITIL, ITSM, etc.).
• In-depth knowledge of ESM solutions, architecture, and capabilities, with the ability to translate technical concepts into clear and concise language for diverse audiences.
• An entrepreneurial mindset with innate curiosity and resilience
• Ability to challange the status quo to broaden the customer relations ship
• Working knowledge of CRM systems and commitment to data hygiene and accurate reporting
• Willingness and appreciation of the sales process including cadence, forecasting and accurate reporting
• Strong written and verbal communication skills in English and native german language
• Willingness to undertake occasional business trips (approx. 40-50 % per year)
• Comfort working within a matrix-rich organization, building relationships, and finding support to get the job done.
Vor 16 Tagen