Enterprise Sales Executive US

In your role as an Enterprise Sales Executive, you will be the lead person engaging directly with potential clients for Preservica across the US. You will understand how they buy, our competitors and organizational selection criteria. You will be equally capable of engaging with senior decision makers, end users and technical buyers. You will be a confident and articulate presenter, capable of writing authoritative and engaging customer communications and proposals, and able to negotiate and close contracts with prospective new customers. As part of the wider sales team, you will work closely with marketing, inside-sales, partner and channel and the broader technical teams, managing all aspects of the sales process, applying attention to detail and understanding the business drivers of your customer base. Your new business sales approach and ability to lead both business and technical conversations will enable you to provide sales and business expertise to make these customers successful, acting as a trusted advisor so that they can confidently benefit from Preservica’s digital preservation solutions.

Responsibilities

Own a Sales territory (Energy and Utilities) and a New Business Bookings target. Work with a focused list of existing customers & new prospects to deliver this incremental revenue; Qualify and progress Product Qualified Leads (PQL’s) from prospects who have experienced Preservica’s freemium service and who are now actively seeking to upgrade to an Enterprise level subscription; Work closely with the Sales Solution Architect to ensure and demonstrate that the Preservica solution is appropriate for the prospect; Manage and respond to prospect RFP (request for proposals) and RFI (request for information) in conjunction with our Solutions Architects and our RFP Manager; Collaborate with both Marketing, Inside Sales & Channel to grow the pipeline and to guide joint sales cycles and new business wins; Hand over new business to the Preservica Project & Customer Support teams in a structured, documented manner; Represent Preservica at Industry events, including conferences & exhibitions; Proactively use CRM (sf.com) to track Sales business & activity (essential) & LinkedIn for networking (beneficial); Provide detailed market feedback to Marketing, Project and Development teams as required; Cross-functional communications and organizational skills to involve Subject Matter Experts on complex and competitive opportunities

Requirements

5+ years of software sales experience; History of achieving/exceeding targets; Knowledge and experience of SaaS, Cloud Services, Data Storage; Experience in Enterprise Content Management, Web Content Management, Records Management, e-Archiving, e-Discovery, and Digital Asset Management; Knowledge and experience in Regulated Markets; Strong written communication skills, able to create clear feature and benefit presentations, and other materials for a variety of audiences; Bachelor's Degree; Ability to articulate value proposition to senior decision makers; Proven ability to manage a complex sales process involving multiple management layers within a customer organization (3-9 months' sales cycle); Focus and persistence and creative sales talent to grow business; Ability to sell conceptually and consultatively; ability to address the strategic business benefits, not just features and functions; Strong negotiation skills – "senior bearing"; Demonstrable ability to close business within given time periods; Entrepreneurial approach to new business generation (e.g., ability to work with consultants, channel partners, etc.); Proactively use CRM (sf.com) to track Sales business & activity (essential)

Nice to have

Business or Computer Science degree (advantage); LinkedIn for networking (beneficial)

Benefits

Competitive salary; commissions; benefits package; share options; opportunity for advancement; access to best learning and development; equal opportunities employer