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For Companies At a Glance
- Tasks: Drive sales for enterprise accounts and help clients unlock their talent potential.
- Company: Join iCIMS, a leader in talent acquisition solutions.
- Benefits: Comprehensive benefits, generous paid time off, and wellness programs.
- Why this job: Make an impact by helping global companies transform through talent.
- Qualifications: 10+ years in software sales with a focus on large enterprise accounts.
- Other info: Hybrid role with opportunities for growth and a diverse, inclusive culture.
The predicted salary is between 54000 - 84000 £ per year.
Job Overview
At iCIMS, we are helping our clients to build their winning workforce. Our Account Executive Team has a key role in helping prospects unlock their full potential in their efforts to attract, engage, hire, and advance top talent. In this role, you will be provided with the industry’s leading tools and training to help you develop and execute value based sales plans for enterprise, new logo accounts in your assigned territory.
Equipped with your knowledge of the iCIMS Talent Cloud, prospect research, customer success stories, and a pipeline of qualified leads, you’ll have the support you need to achieve sales quotas. Advancement opportunities are numerous and management roles as we grow globally!
In this role, you will call on accounts with 2,500+ employees throughout the EMEA territory.
This is a hybrid position (London/Remote) that may require travel up to 25%.
About Us
When you join iCIMS, you join the team helping global companies transform business and the world through the power of talent. Our customers do amazing things: design rocket ships, create vaccines, deliver consumer goods globally, overnight, with a smile. As the Talent Cloud company, we empower these organizations to attract, engage, hire, and advance the right talent. We’re passionate about helping companies build a diverse, winning workforce and about building our home team. We\’re dedicated to fostering an inclusive, purpose-driven, and innovative work environment where everyone belongs.
Responsibilities
- Leverage company training opportunities to build expertise in the iCIMS Talent Cloud offerings, the talent acquisition landscape, and value selling.
- Research target Enterprise accounts (2,500+ employees) to identify key decision makers, understand business challenges, and build persona based value propositions.
- Build sales funnels (3X pipeline) through individual prospecting efforts including but not limited to client referrals, regional networking, webinars and cold calling.
- Partner collaboratively with the sales development and presales teams to turn marketing qualified leads into sales qualified leads and develop/implement sales plans.
- Leverage the CRM to support the sales process and ensure pipeline accuracy.
- Through a consultative approach, uncover prospect business issues and craft value based proposals for the full suite of iCIMS portfolio solutions.
- Own the entire sales process, including RFP/RFI and final contract, and coordinate efforts with marketing, presales, sales management, accounting, services, InfoSec, legal and technical groups.
- Consistently achieve sales quotas for new logo accounts.
Qualifications
- 10+ years of experience in software sales.
- 7+ years of experience targeting new logo (large) enterprise accounts with complex deals.
- Proven success in consistently achieving B2B sales quotas with deals that are more advanced in scope and size, including global organizations.
- Demonstrated ability to build effective, value based sales plans with adequate pipeline coverage to ensure quota achievement.
- A passion for helping potential customers solve business issues with advanced technology solutions.
- Ability to effectively uncover and engage various buyer personas to build the right relationships and close new logo accounts using a value based approach.
- Able to communicate with and influence multiples layers within organizations, including Senior Leadership through C-level.
- Ability to work both independently and within a team environment.
- Proficiency with Microsoft Office products such as Word and Excel.
- Proficiency with LinkedIn and social selling.
Preferred
- Experience with Salesforce, Clari, SalesLoft and Gong.
- Experience with 360-degree selling methodology.
- Experience in HCM / Software-as-a-Service.
EEO Statement
iCIMS is a place where everyone belongs. We celebrate diversity and are committed to creating an inclusive environment for all employees. Our approach helps us to build a winning team that represents a variety of backgrounds, perspectives, and abilities. So, regardless of how your diversity expresses itself, you can find a home here at iCIMS.
We are proud to be an equal opportunity and affirmative action employer. We prohibit discrimination and harassment of any kind based on race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, gender expression, age, veteran status, genetic information, disability, or other applicable legally protected characteristics. If you would like to request an accommodation due to a disability, please contact us at careers@icims.com.
Compensation and Benefits
iCIMS offers a comprehensive benefits package: medical, dental, vision and life insurance, retirement plans, generous paid time off, reimbursement options (lunch, commuting, lifestyle spending), along with employee wellness and recognition programs. Learn more here: https://careers.icims.com/benefits
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Sr. Principal Account Executive employer: iCIMS, Inc.
Contact Detail:
iCIMS, Inc. Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Sr. Principal Account Executive
✨Tip Number 1
Get to know the company inside out! Research iCIMS and its Talent Cloud offerings so you can speak confidently about how you can help potential clients. This knowledge will set you apart during interviews.
✨Tip Number 2
Network like a pro! Use LinkedIn to connect with current employees and industry professionals. Engaging with them can provide insider insights and might even lead to referrals for your application.
✨Tip Number 3
Practice your pitch! Prepare a compelling narrative about your experience and how it aligns with the role. Be ready to discuss specific examples of how you've tackled complex sales challenges in the past.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets noticed. Plus, it shows you’re genuinely interested in joining the iCIMS team.
We think you need these skills to ace Sr. Principal Account Executive
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter for the Sr. Principal Account Executive role. Highlight your experience in software sales and how it aligns with iCIMS' mission to help clients build their winning workforce.
Showcase Your Achievements: Don’t just list your responsibilities; share your successes! Use specific examples of how you’ve achieved sales quotas or developed value-based sales plans in previous roles. Numbers speak volumes!
Research is Key: Before applying, do a bit of homework on iCIMS and the Talent Cloud. Understanding our products and the challenges faced by enterprise accounts will help you stand out in your application.
Apply Through Our Website: We encourage you to submit your application through our website. It’s the best way for us to receive your details and ensures you’re considered for the role. Plus, it shows you’re keen on joining our team!
How to prepare for a job interview at iCIMS, Inc.
✨Know Your Stuff
Before the interview, dive deep into the iCIMS Talent Cloud offerings. Familiarise yourself with their features and how they can solve business challenges for enterprise accounts. This knowledge will help you craft compelling value propositions during your conversation.
✨Research Your Prospects
Take the time to research the specific enterprise accounts you'll be discussing. Understand their industry, key decision-makers, and any recent news or challenges they might be facing. This will allow you to tailor your approach and demonstrate that you’re genuinely interested in helping them succeed.
✨Showcase Your Sales Strategy
Be prepared to discuss your past experiences with complex deals and how you've successfully built value-based sales plans. Highlight specific examples where you’ve achieved quotas and how you’ve navigated the sales process from prospecting to closing.
✨Engage with Confidence
During the interview, communicate clearly and confidently. Use your fluency in French and English to your advantage, especially if the role involves engaging with diverse buyer personas. Show that you can influence various layers within an organisation, including C-level executives.