The Position:

The client is seeking a motivated sales farmer to join our fast-paced, high-growth software Enterprise. Responsibilities include managing the entire sales process from account identification, penetration through successful deployment and consistently meeting or exceeding assigned goals. The target market will be the broad BPM/ECM/Low-code market. Only candidates with relevant experience will be considered.

Reports to:

AVP/VP – Enterprise Sales exiting accounts

In this role:

Extensive farming sales and client engagement experience
Proven experience of 6-8yrs. selling enterprise software/software solutions.
Proven ability of deep, trust-based portable relationships with executives and other decision-makers.
Penetrate accounts.
Knowledge of industry-specific market drivers.
Work closely with various internal departments.

The person will:

Work as an individual contributor and will be responsible for identifying, developing, and closing opportunities in existing accounts. This will require a proven track record of demand and lead generation.
Identify, connect, and build relationships with key decision-makers of the client in all the departments for opportunity generations.
Must establish a professional relationship with the clients to ensure maximum customer satisfaction and repeat business.
Create detailed, strategic target account plans to penetrate clients.
Think strategically about their client’s business to make and propose solutions using Client products and services.
Perform in-depth client and industry research to create compelling business cases and RFP responses.
Have experience selling disruptive technology to senior executives.
Understand how to position against competitors to become the only viable option.
Leverage cross-functional client and Client resources to successfully identify and drive sales campaigns.
Already know how to effectively manage a medium/long sales cycle to a successful close.
Must meet and exceed assigned revenue targets within the assigned account through mining sales.
Work with various internal departments to help generate deals in their accounts.
Work very closely with delivery teams to ensure project executions are happening as per contracts and the customer is satisfied with services.
Billing/ Contracting/ Collection of Payment from the customer as per the agreed terms and timeline.

The Person:

The ideal candidate will be a consultative seller who is motivated to drive customer success within the industry. Have a track record of success in selling business applications and complex solutions to existing customers. Additionally, must have a passion for learning new technologies, building relationships, and a high drive for results.

Qualifications:

Bachelor’s Degree required, preferably in Computer Science or Business, MBA preferred
Proven history of achieving and exceeding quotas.
Must have excellent communication skills including presentations and meeting management. Must be able to operate in a multicultural environment.
Knowledge of enterprise-wide specific solutions within a vertical market (BPM, ECM, Case Management, low-code, hyper-automation).
Strong financial / business acumen. Must be able to “speak the language” of target market decision-makers.
Ability to reach out to and gain appointments with decision-makers at target clients for initial discovery calls and meetings.
Ability to negotiate to reach outcomes that gain support and acceptance from all parties.
Ability to develop relationships at all levels of the customer organization. This requires regular face-to-face customer interaction.
Ability to forecast future sales opportunities and devise winning sales strategies for the same.
Ability to persuade and influence, using appropriate interpersonal styles and communication methods to gain acceptance of thoughts, plans, activities, services, and products.

Desired Profile:

The candidate should have an established network of industry contacts that they can call on.
Must have excellent communication skills including presentations and meeting management.
This role requires 50% or more travel to clients and other sites.

Account Manager- Enterprise