Account Executive-EMEA (45921)

Levi, Ray & Shoup, Inc. (LRS) needs your New Business sales skills. Our Global Enterprise Output Management division is looking to add 2 Account Executives to our European team. Our EOM solutions streamline the distribution of output across applications, desktops, and mobile devices, reducing total costs for critical document delivery. You will sell top-tier Enterprise Output Management (EOM) software to Fortune 2000 companies using both inside and outside sales methods. LRS, a global leader in IT solutions, values innovation, quality, integrity, and financial strength. Since 1979, our talented team has driven success in diverse markets. Headquartered in Springfield, IL, we operate worldwide with hundreds of employees in dozens of locations. Known for honesty, self-motivation, and hard work, our people are key to our reputation. Join us and contribute to our continued success.

Territories

• UK & Ireland (Candidates must live in the UK)
• Denmark & Sweden (Candidates should ideally live within the Copenhagen area)

Candidate Requirements

• You must have a minimum of 3 years’ experience selling enterprise software solutions / technology services into large Enterprise companies.
• This is a New Business Sales opportunity only and includes a small element of customer account management.
• A proven record of consistently exceeding New Business sales targets into new client accounts.
• The purpose of this sales role is to position, promote and sell LRS software into assigned global accounts, either directly, or in conjunction with their existing business trading relationships.
• Strong technical sales aptitude will make you a stronger candidate.
• Formal product training on LRS software products will be provided; however, a competent understanding of industry computing technologies and a general awareness of key business applications such as SAP is required.
• Understanding or proven experience in learning and utilizing CRM systems.

Responsibilities

• Be responsible for managing a territory of assigned prospective client accounts within a specific geography and be expected to achieve your stated sales target.
• Establish and maintain a territory sales pipeline.
• Establish and develop client / partner relationships to support your sales opportunity generation activities within your defined accounts.
• Prospect within your list of assigned client accounts.
• Utilize top-down selling techniques to determine key decision makers.
• Schedule and conduct face-to-face appointments with key decision makers and project groups at a senior management and or executive level.
• Collaborate with assigned LRS technical presales engineering personnel to understand the client’s print and scan infrastructure environments.
• Prepare and present a compelling value proposition and business case to all required client stakeholders.
• Present a proposed FMO proposition to transform a clients CMO, highlighting improved business operations, reduction in TCO and delivering an improving end user experience.
• Attain client commitment to evaluate LRS products within their environment, jointly delivered in accordance with a structured POC.
• Propose LRS solutions and assist the client to justify the acquisition of LRS EOM software products.
• Continue to develop and build new ongoing relationships with key decision makers, in order to expand future upsell revenue opportunities.

Performance Objectives

• Achieve Sales Target: Meet revenue goals as defined in your new business sales plan.
• Learn Sales Methodology: Understand and use the EOM top-down sales methodology in accordance with the LRS onboarding training program.
• Build Client Relationships: Develop new, and maintain existing contacts for each assigned account, driving the creation of new and existing sales opportunities.
• Enhance Presentation Skills: Responsible for coordinating and delivering EOM business presentations and structured product demonstrations to C level, Director and Senior Management client contacts.
• On-board New Clients: Engage targeted contacts using all available communication means; direct phone calls, face-to-face / virtual meetings, e-mails, social media, scheduled events and leverage partner and personal relationships etc.
• The overall objective is to convert assigned target client accounts into LRS customers by securing new business contracts.
• Update Management: Keep accurate sales records in the LRS CRM system, maintaining your territory monthly forecast, reviewing regularly your target account status with your Sales Manager on a monthly basis and with Senior Management quarterly.

Success Keys

• Your success will be measured by your ability to close New Business sales and achieve your sales target.
• You will be most successful using Top-Down selling techniques with the client’s Executives and Senior Managers.
• You must maintain accurate monthly territory sales forecasts and up-to-date records of sales-related activities in our Dynamics CRM system.

Organization Structure and Interfaces

The EOM Division at Levi, Ray & Shoup, Inc. comprises of more than 285 employees spread across LRS’ 23 offices worldwide. The EOM Division comprises of 5 primary groups: North American Sales, EMEA and Asia-Pacific Sales, Global Channel Sales, EOM Services, and Product Development/Support. Each group has a primary Vice President who oversees that group and each Vice President reports directly to the Chief Operating Officer.

Compensation Range

The compensation range is €120,000 - €160,000 Euro in the first year. This income range is based upon experience and represents a basic salary and on target earnings (OTE) in the first year (50/50 split).

Job Allowances

• 25 holiday, public holidays, company workplace pension, and company death in service.
• Car Allowance: €750.00 Euro per month (applicants must hold a full and current driving license).