Account Executive in Manchester

We are looking for an Account Executive with a SME SaaS sales background (e.g. CDP, Email Service Providers, AdTech and MarTech providers, ecommerce and CRM platforms etc) and the experience to recognize buying signals and to convert prospects with a consultative approach, listening and understanding where dotdigital can help their business, coupled with negotiating and closing skills and experience.

Requirements:

• Proven success in a target-driven new business sales role – meeting and exceeding sales quota in a team-based environment.
• Minimum 1 year of experience selling digital technology and service solutions with CDP, Email Service Providers, MarTech, AdTech, SaaS vendors, ecommerce and CRM platforms and/or related agency ecosystems.
• Demonstrated experience partnering with internal marketing, Business Development teams, sales engineering, Partner Managers, and client/professional service teams to close new business.
• Excellent oral, written and interpersonal skills.
• Strong phone sales, negotiation, communication, and presentation skills.
• A University degree is desirable.
• Formal sales training is a plus.
• Proven ability to build your own pipeline.

What the job involves:

• This is a targeted, commissioned role in our UK Direct Sales team. You will be focusing on revenue from prospects interested in Dotdigital’s suite of products and services.
• In addition to generating your own pipeline, you will be supported by our dedicated outbound and inbound business development representatives, with leads generated from advertising efforts, and trade shows, word-of-mouth, etc.
• You will drive the relationship and sale from start to finish before passing your new customer over to our Customer Success team to nurture and grow.
• You will be expected to form trusted and high-performing relationships with your Sales Management and Sales peers, Marketing teams, Business Development teams, Technical Pre Sales, Partner Managers and delivery teams to collaborate and drive new business revenues.
• You will be expected to develop a deep understanding of prospects' objectives and challenges and deliver the dotdigital solution against these elements.
• You will be answering technical questions and handling objections, so while a background in email marketing automation is not essential, an awareness of its principles is beneficial.
• Deliver against Quarterly and Annual new customer revenue sales targets.
• Build and manage an active pipeline through the sales cycle to deal close, including providing accurate forecasting of Quarter revenue numbers expected to close.
• Generate and identify new self-generated sales opportunities each month using outbound channels, sales tools and strategies.
• Successfully manage and coordinate between dotdigital and client stakeholders to effectively manage client expectations from initial contact to post sales handover to the onboarding team.
• Track all your activity in our CRM and related tools.
• Close sales opportunities at a rate that is acceptable to Sales Management.
• Maintain the level of discount offered to customers to levels acceptable to Sales Management.
• Respond to prospects requests for face-to-face meetings, RFIs and RFPs by writing high quality sales documents and presentations.
• Accurate and timely qualification of Sales Ready Leads into Sales opportunities or disqualification if they do not meet the necessary criteria.
• Conduct a consistently high number of high quality product demonstrations.
• Develop and maintain a deep knowledge of dotdigital platform features, industry, pricing plans and service portfolio to ensure new customers are accurately sold the right solution.
• Continually develop your marketing technology industry knowledge and demonstrate commercial understanding.