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- Tasks: Expand customer relationships and drive growth through consultative sales.
- Company: Genesys empowers organisations to enhance customer experiences with AI-driven solutions.
- Benefits: Enjoy great perks, independence, and the chance to make a real impact.
- Why this job: Join a collaborative team focused on empathy and innovation in customer experience.
- Qualifications: 8+ years in CCaaS or SaaS sales with a proven track record in expansion.
- Other info: Be part of a diverse team committed to equity and inclusion.
The predicted salary is between 43200 - 72000 £ per year.
Genesys empowers organizations of all sizes to improve loyalty and business outcomes by creating the best experiences for their customers and employees. Through Genesys Cloud, the AI-powered Experience Orchestration platform, organizations can accelerate growth by delivering empathetic, personalized experiences at scale to drive customer loyalty, workforce engagement, efficiency and operational improvements.
As an Install Base Senior Account Executive, you will expand customer relationships, drive growth, and maximise the value of Genesys solutions through cross-sell, up-sell and expansion opportunities. The Account Executive is the catalyst behind Genesys’ success as an organisation creating experiences rooted in empathy — building trust and earning loyalty. As a consultative sales professional, the Install Base Account Executive is responsible for driving revenue growth and bringing in expansion business from existing customers.
The Role:
- Expand existing customer relationships, driving growth within our enterprise, commercial and SMB install base, and maximising the value of Genesys solutions.
- Work with current customers to identify cross-sell, up-sell and expansion opportunities, ensuring continued adoption of Genesys Cloud, AI and Digital solutions.
- Own the account management relationship, working closely with partners and internal teams, including Customer Success, Technical Sales, and Professional Services, to drive customer growth and retention.
- Drive expansion business through selling Genesys Cloud, Digital and AI technologies either directly or alongside a partner.
- Achieve sales bookings target by closing opportunities in a predictable manner, whilst aligning to the Genesys Way of Selling methodology within Salesforce.
Key Responsibilities:
- Grow existing customer relationships by identifying opportunities for expansion, upselling, and cross-selling Genesys Cloud solutions.
- Develop deep relationships with key customer stakeholders, including the Champion, Economic Buyer, and Decision Makers to drive expansion.
- Engage proactively with existing accounts to ensure adoption and maximise customer value.
- Manage complex sales cycles in a consultative manner, leveraging the MEDDPICC framework to drive predictable growth.
- Identify prospect needs and effectively understand and respond to their objections.
- Drive renewals and expansions in partnership with Customer Success, ensuring customer satisfaction and continued usage of Genesys Cloud.
- Act as a trusted advisor, providing strategic guidance on customer experience (CX) best practices and industry trends.
- Collaborate with partners and internal teams, including Professional Services, Customer Success, and Marketing, to drive customer engagement and growth.
- Track and forecast sales performance, ensuring accurate pipeline management in Salesforce.
- Negotiate and close in a predictable manner.
- Provide expertise around particular areas of interest and be able to discuss industry trends and best practices.
- Establish yourself as a ‘Trusted Advisor’ to customers.
- Develop innovative ideas and new approaches to the internal team (Sales Development Representative SDR).
- Assist in enhancing the current team environment.
- Respect and follow the One Genesys Values to deliver Experience as a Service, Embrace Empathy, Fly in Formation and Go Big.
Minimum Requirements:
- Track record of success in selling Cloud and/or Digital products.
- 8+ years of experience selling CCaaS, SaaS, or Customer Engagement solutions with a proven track record in expansion sales.
- Strong background in upselling, cross-selling, and renewals within an existing install base.
- Managing a complex and consultative sales environment utilising MEDDPICC for opportunity management.
- Experience working with partners and as a direct seller.
- Ability to demonstrate a commitment to excellence with a strong business acumen.
- Expert communication and active listening skills.
- Excellent objection handling, persuasive and negotiating abilities.
- Strong collaboration skills, with ability to work with multiple team members.
- Ability to multi-task and manage multiple streams of work simultaneously.
- Proven record of meeting/exceeding established sales goals.
- Evidence of being able to communicate at all levels within the prospect’s organisation, as well as managing internal stakeholders.
About Genesys:
Genesys empowers more than 8,000 organizations in over 100 countries to improve loyalty and business outcomes by creating the best experiences for their customers and employees. Through Genesys Cloud, the AI-powered Experience Orchestration platform, Genesys delivers the future of CX to organizations of all sizes so they can provide empathetic, personalized experience at scale. Genesys is an equal opportunity employer committed to equity in the workplace.
Senior Account Executive, Install Base employer: Genesys
Contact Detail:
Genesys Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Senior Account Executive, Install Base
✨Tip Number 1
Familiarise yourself with the Genesys Cloud platform and its features. Understanding how the technology works will allow you to speak confidently about its benefits and how it can solve customer needs during interviews.
✨Tip Number 2
Network with current or former employees of Genesys, especially those in sales roles. They can provide valuable insights into the company culture and expectations, which can help you tailor your approach when discussing your fit for the role.
✨Tip Number 3
Prepare to discuss specific examples of your past success in upselling and cross-selling within existing accounts. Be ready to articulate how you identified opportunities and drove growth, as this is crucial for the Senior Account Executive position.
✨Tip Number 4
Research the latest trends in customer experience (CX) and CCaaS technologies. Being knowledgeable about industry developments will position you as a thought leader and demonstrate your commitment to providing strategic guidance to customers.
We think you need these skills to ace Senior Account Executive, Install Base
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in sales, particularly in CCaaS or SaaS environments. Emphasise your track record of upselling and cross-selling, as well as any specific achievements that align with the role's requirements.
Craft a Compelling Cover Letter: In your cover letter, express your understanding of Genesys' mission and how your skills can contribute to their goals. Use specific examples from your past experiences to demonstrate your consultative sales approach and ability to build customer relationships.
Showcase Your Knowledge: During the application process, highlight your familiarity with the MEDDPICC framework and how you've successfully managed complex sales cycles. This will show that you understand the nuances of the role and are prepared to hit the ground running.
Prepare for Potential Questions: Anticipate questions related to your sales strategies and how you handle objections. Be ready to discuss specific scenarios where you've successfully driven growth within an existing customer base, as this is crucial for the position.
How to prepare for a job interview at Genesys
✨Understand the Genesys Cloud Solutions
Make sure you have a solid grasp of Genesys Cloud and its features. Be prepared to discuss how these solutions can benefit customers and drive growth, as this will demonstrate your understanding of the product and its value.
✨Master the MEDDPICC Framework
Familiarise yourself with the MEDDPICC framework, as it is crucial for managing complex sales cycles. Be ready to explain how you've used this methodology in past roles to drive predictable growth and close deals.
✨Showcase Your Consultative Sales Skills
Prepare examples that highlight your consultative sales approach. Discuss how you've identified customer needs, handled objections, and provided strategic guidance to clients, showcasing your ability to act as a trusted advisor.
✨Build Relationships with Key Stakeholders
Emphasise your experience in developing relationships with key decision-makers within organisations. Be ready to share strategies you've used to engage with champions and economic buyers to drive expansion opportunities.
