Enterprise Account Executive - Business Applications

Overview

ANS Group are a 750+ team of technology specialists and business experts, who, according to our customers, “get things done”. We’re on a mission to make the world’s best cloud and digital services available for all. Openness, ambition, honesty and passion drive us every day. We are bold, courageous, and innovative, and we do it like no other. At ANS we believe every organisation, large or small, has the right to realise their dreams and think bigger. We’ve made this our mission by giving organisations access to the best digital transformation technology, people, and processes. As a trusted Microsoft Solutions and Inner Circle Partner, backed by Microsoft MVPs, ANS brings 20+ years of experience delivering Dynamics 365 across industries like Manufacturing, Professional Services, Higher Education and beyond.

As a result of growth in this area, we have an outstanding opportunity to join our award-winning Enterprise Business Applications sales team led by David Vukomanovic.

What will you be doing?

• Identify growth opportunities within your set of target accounts – pipeline coverage of three times your target.
• Meet your target base (and any customers) monthly – primarily face to face.
• Generate opportunities within our Industry Team clients for bizapps. Our Industry Sellers do not sell bizapps, so you can hunt opportunities within their clients if you have the appropriate instruction.
• Work closely with internal and external partners, ANS marketing, other ANS Sales teams & Microsoft to maximise the ANS product set into your clients as you bring them on-board with bizapps sales.

Win

• Deliver annual sales targets – through winning new logos, up-selling subsequent projects and managed services, and cross-selling into existing ANS clients managed by our Industry Sales teams.
• Manage the end-to-end sales cycle through CRM, including working with our presales solution architects in your prospects and existing customers.

Grow

• Manage a set of enterprise and mid-market accounts across multiple verticals or sectors.
• Work with the delivery teams throughout the project and own the commercial relationship from a bizapps perspective.
• Ensure a smooth transition into project delivery and then a smooth transition into managed service delivery.
• Provide a single point of contact and engagement plan throughout the lifecycle of a sale and stay focused on the client post-project to create up-sell opportunities.
• Work closely with the CSM and CSA, including attending Service Reviews, QBRs, project updates, and project boards to ensure a fantastic CX.
• Facilitate renewals with the CSM, CSA & renewals team.
• Fully understand the landscape and people in your customer base, identify share of wallet across our services, and introduce the broader sales team when appropriate.
• Own all actions and work with MSFT account teams on your target and customer base.

What will you bring to the role?

• High degree of motivation, goal-oriented, high-energy, and highly focused.
• Proven successful sales experience with a track record of quota over-achievement; direct sales experience preferred in the business applications marketplace.
• Experience in a solution sales environment, preferably in IT, services, and managed projects and through to support within business applications markets.
• Strong understanding of the software market, including Hosted Applications, managed hosted, software solutions, CRM, SaaS, and related sectors where customer service is paramount.
• Significant track record of developing routes to the Enterprise & Mid-Market and driving exceptional sales performance.
• Thrives in a high-energy, fast-paced, challenging environment.
• Proven track record of new business acquisition and recognizing contributions.
• Thinks of selling as running their own business – owns the number and is 100% focused on it.
• Fast on their feet, quick learner, comfortable with minimal resources and wearing several hats through the sales process.
• Proven business-to-business sales experience.

What is needed to do this role?

• MediC C training or similar
• Challenger sales training or similar
• Business Applications (CRM) fundamentals, Microsoft Catalyst certified & / or other relevant Microsoft certifications.