Job Type
Full-Time Regular

Location
Anywhere U. S Based

Purpose of Position

The role of Enterprise Account Executive is focused on building market position for our client's products by creating, developing, defining, negotiating, and closing business within defined industry sectors. The role focuses primarily on pre-defined territories; working collaboratively with members of the BD function to formulate and execute a strategic sales plan to drive new business growth and leadership in the marketplace. The Enterprise Account Executive is expected to understand and demonstrate how our client's solutions solve customer problems within their solution and territory areas.

The Enterprise Account Executive is expected to run his/her own planning process, conduct rigorous analysis of market sectors and compelling events, as well as champion possible marketing efforts to support the sale of Company solutions. In doing so he/she will develop and maintain a quarterly sales action plan that focuses on key demand drive campaigns and key activities that will drive pipeline to be on track to achieving sales targets. The Enterprise Account Executive should also contribute proactively to take lead on territory marketing ideas, sales engagement activity in order to supports this plan.

Job Duties

	Planning
1.1	Build and maintain an annual sales territory plan that identifies the core areas of focus and activities necessary to deliver on sales objectives for the year. The plan needs to be delivered by week 6 of employment and updated prior to the commencement of each financial year (July 1).
1.2	Define underlying sales objectives and tasks and have the plan agreed upon each quarter by the regional VP of Sales.
1.3	Meet weekly, end of month and end of quarter with the VP of Sales to provide updates on progress against the sales objectives, activities, tasks and outcomes.
1.4	Define marketing activities and materials needed to support the sales strategies for each territory and take ownership for ensuring an understanding of these needs exist across the marketing function.
1.5	Complete all tasks in the sales plan as per the agreed schedule.
1.6	Ensure that you have a clear sense of the total available market for your territory.
1.7	Ensure that you have a clear sense of compelling events for your target territory market.

	Pipeline Management
2.1	Actively engage new leads through multiple engagements (calls, meetings, emails, demonstrations etc.) to understand their project requirements and to convert them to potentials.
2.2	Engage prospect organizations at multiple levels (across roles, departments and subsidiaries) to ensure maximum account penetration.
2.3	Follow the lead qualification process to ensure details of engagement and end-campaign status are recorded within the CRM system within 20 days business days of campaign start dates.
2.4	Manage all potentials that result from the lead qualification process, nurturing them through the sales process to closure.
2.5	Support the decision-making process around (e.g. can we do it/should we do it) by undertaking Opportunity Planning Assessments.
2.6	Actively gather requirements from customers and feedback to members of the solution team to ensure the collective bid meets the technical and implementation needs.
2.7	Write proposals to support deals, ensuring the customer problem and needs are clearly and accurately documented, and clarity provided as to how the proposed Company solution(s) will address these.
2.8	Ensure that prospects who are interested in the Company's products and services get proposals and commercials in front of them in timely manner (i.e. within 1-2 weeks of expressing interest).
2.9	Achieve at least 4 net new meetings per week (new prospects not met with before) consistently after 6 weeks within the role, ensuring that all meetings are recorded in the CRM system.
2.10	Maintain a pipeline ratio of at least 5:1 (deals that are rated low and above peer review to target) after six months in the role.
2.11	Run campaigns to test market fit within industries/buyer personas and be able to report on the success of those campaigns in real time.
2.12	Ensure that meeting notes are entered comprehensively into the CRM immediately after every meeting – i.e. within a 24-hour period.

	Internal Collaboration
3.1	Represent the target customer within solution teams ensuring their needs and problems are addressed within the solution business strategy.
3.2	Actively share territory insights to the Product team to ensure R&D is aligned with territory needs.
3.3	Engage with pre-sales solution consultants to ensure quoting is accurate and supports the articulated implementation needs.
3.4	Where pre-sales solution consultants are assigned to deals, coordinate the engagement to ensure they are involved in all technical discussions and presentations.
3.5	Ensure that sales engagement focus is around high priority potentials.
3.6	Contribute to tender (EOI, RFP, RFT, RFQ) responses ensuring customer specific requirements or constraints are clearly shared and responded to within the bid response.
3.7	Engage Products & Services staff in the contract negotiation process for won deals and take ownership for ensuring a well-organized and timely handover is workshopped to allow the prospect to be properly and effectively converted into a client.
3.8	When relevant, work collaboratively with channel partners to establish opportunities within the owned territories.
3.9	Work with inside sales and account executives to generate deals for Company products and services.

	Events
4.1	Collaborate with Marketing before and after an event to determine pre and post-event communication needs.
4.2	Completing post-event Contact Sheets to ensure leads are entered into the CRM for follow-up, and necessary action items are recorded against each prospect.
4.3	Complete Event Business Cases to support decision making around attendance at non-calendared events.
4.4	Complete post-Event Reports within 5 days of attendance distribute to the global Business Development function and conduct formal debriefs with related internal stakeholders.
4.5	Close out lead follow ups from events within 20 business days of an event.

	Product Knowledge & Domain Expertise
5.1	Stay abreast of competitor research relevant to individual territories.
5.2	Take active responsibility for understanding how the Company's software works, the key features and benefits relevant to the territory markets, and new product developments.
5.3	Demonstrate the product to prospects ensuring they understand the basics of the system and how the functionality works for them.
5.4	Interact with prospect teams to ensure a solid understanding of their needs to and to help ensure the solution matches these.

	Process, Reporting & Measurement
6.1	Regularly update tasks in the CRM to support weekly activity reporting for the Business Development function.
6.2	Maintain accurate and current data on prospects in the CRM, including records of all engagement and follow up actions.
6.3	Take notes at all meetings conducted with prospects, whatever medium, and store this information in CRM against the account / contact.
6.4	Complete a conference report when meetings generate action items, circulate internally to relevant personnel, and follow up with email correspondence with the prospect.
6.5	Meet weekly with the VP of Sales and Sales Operations function to report on progress against customer conversion, action items and territory strategies.
6.6	Follow defined sales processes as communicated by the business development team and documented on the corporate intranet.

	Data Integrity
7.1	Ensure that deals information in the CRM is reviewed daily, weekly and adjusted where necessary – i.e. close date, amounts, breakdown of revenue (professional services and subscription), resources required etc.
7.2	Use a critical eye on deals information in the CRM to ensure data integrity and forecasting accuracy.
7.3	Ensure that resource requests on deals (i.e. pre-sales, solution delivery, solution architecture) are made as soon as their need is known.

Role Profile

Qualifications & Experiences

The pre-requisite qualifications and experiences necessary for success in this job are:

A formal qualification in solution selling
A minimum of 5 years sales experience
Proven experience in business development
Successful track record targeting and winning new business
Success with managing major accounts and large contracts (or even a business), particularly in achieving genuine sales development in major corporations and/or government institutions
Experience with selling information management tools or software as a service solutions

Capabilities

Type	Capability Set	Required Competency
Technical	Effective use of automated sales engagement tools such as Clearslide (Presentational assets management). Exceptional use of Customer Relationship Management (CRM) systems. Competent Microsoft Office skills (Word, Excel, PowerPoint). Technically adept at demonstrating the key features and functions of software to a prospect.
Core	Communication & Influence	Role Model
Core	Self-Management & Accountability	Role Model
Core	Thinking & Problem Solving	Role Model
Functional	Consultative Selling	Role Model
Functional	Consulting & Advice	Role Model

Key Working Relationships

With	Purpose
VP of Sales	The VP of Sales is the direct line manager of the Enterprise Account Executive, responsible for setting the strategic direction for the Enterprise Account Executive, which provides the strategic guidelines within which individual sales plans can be developed and executed. Engage deeply with the VP of Sales on a weekly basis to obtain direction and feedback on the execution of business development plans, the articulation of opportunity plans, and the effectiveness of sales engagement strategies. Provide the VP of Sales with insights into pipeline health and seek assistance from the function in removing roadblocks to closing deals and engaging effectively with other internal resources.
Sales Operations	Work with sales operations on all reporting requirements including weekly reports and monthly reports. Work with the sales operations team on producing campaigns that generate net new interest in our client’s products and services.
Account Executives	Work with account executives in the same territory – coordinating campaigns and the qualification process.
Prospects & Clients	Key account contact for prospect customers during the sales process: from pre-sales, through to proposal and tender development, and ending with handover to the Company's Solution Delivery team and CSM team. Manage nominated key accounts and new business opportunities in the specified territory at all levels.
Solution Teams (Solution Consultants, Marketing, Product)	Collaborate with other members of the solution team to collectively deliver on the Solution Business Strategy. Ensure customer perspective and needs are shared and addressed.
Project Managers	Engage early with Project Managers within contract negations and workshop handovers effectively.

Enterprise AE: Emergency/Crisis/Critical Solutions