Strategic Accounts Executive

Grays Inn Rd, London WC1X 8NH, UK ● Norfolk St, Sheffield City Centre, Sheffield S1 2JE, UK ● Talbot Green, Pontyclun CF72 9FG, UK Req #979

18 March 2025

Strategic Account Executive

Department: Revenue
Location: London, Sheffield, or Talbot Green (Hybrid, 3 days in the office, 2 days from home)
Full-time, Permanent
Salary: up to £65,000 + £35,000 commission (uncapped)
Reports to: Senior Enterprise Sales Director

Tes is an international provider of software-enabled services passionate about using technology to make life easier for schools and teachers. All products and services are built with teachers and schools\’ needs at the core, ensuring they are innovative, trusted education solutions.

Role overview
The Strategic Account Executive is responsible for maintaining and expanding relationships with strategically important large customers. This role involves developing strategies that provide mutual benefits for the business and its customers. The role requires a deep understanding of customer needs, ensuring retention, upselling, and cross-selling of Tes software solutions while negotiating bespoke commercial deals.

Key Responsibilities:

• Identify and build a network of new strategic accounts to achieve new business targets.
• Retain and grow the revenue base across the Tes software portfolio within existing Strategic Accounts through retention, upsell, and cross-sell.
• Build and manage complex commercial relationships across all levels of decision-makers and influencers within assigned accounts.
• Develop and execute strategic account plans, ensuring customer needs are met while driving revenue growth.
• Build bespoke proposals and negotiate profitable commercial deals.
• Apply extensive market awareness to deliver high-impact commercial solutions.
• Achieve monthly, quarterly, and annual revenue targets and other key performance indicators.
• Build and maintain a pipeline of sales opportunities through a structured sales process and methodology.
• Provide accurate revenue forecasts and maintain CRM records.
• Stay updated on market trends, competitor offerings, and product positioning to enhance sales strategies.
• Serve as a subject matter expert on Tes products and services, ensuring high-level demonstrations and presentations.
• Promote a culture of positive change, innovation, and continuous improvement within the business and customer relationships.
• Travel as required to maintain and grow strategic accounts while leveraging virtual engagement where possible.

What you will need to succeed:

Experience:

• Proven experience in a B2B sales role with a strong track record of exceeding revenue targets across a multi-product portfolio (ideally software solutions).
• Demonstrated success in managing and growing high-value customer accounts.
• Experience selling at C-level and maintaining sophisticated commercial relationships in a matrix structure.
• Strong business acumen with the ability to develop and negotiate commercial deals.

Knowledge:

• In-depth understanding of sales methodologies and strategic account management.
• Awareness of the education sector and its procurement processes is advantageous.
• Proficiency with CRM software and forecasting tools.

Skills:

• Exceptional communication and presentation skills, including the ability to expertly demonstrate software solutions.
• Expert negotiation skills, particularly at the C-level, with a proven ability to secure high-value deals.
• Strong analytical and strategic thinking skills, enabling the translation of complex ideas into clear business strategies.
• Detail-oriented approach, ensuring accurate revenue forecasting and CRM record-keeping.
• Ability to influence key decision-makers and drive long-term relationships.

What do you get in return?

• 25 days annual leave, rising to 30
• State-of-the-art city centre offices
• Access to a range of benefits via My Benefits World
• Discounted city centre parking
• Free eye care cover
• Life Assurance
• Cycle to Work Scheme
• Employee Assistance Programme (EAP)
• Monthly Tes Socials
• Access to an extensive Learning and Development menu

Tes is a global company employing over 600 people and operating across 10 offices, including in London, Sheffield, Hong Kong, Sydney, and Dubai. We are proud of our people-centric culture, where everyone is driven to achieve the same goal. We are an agile organization striving for continuous improvement. We invest in our people with extensive learning and development opportunities and support our colleagues with various mentoring and career enhancement programmes.

Tes Global will ensure all qualified applicants receive consideration for employment without regard to race, sex, colour, religion, sexual orientation, gender identity, national origin, or disability. We invite applicants to contact us directly to identify any additional support required.

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