Senior Account Executive - Engage

Precisely is the leader in data integrity. We empower businesses to make more confident decisions based on trusted data through a unique combination of software, data enrichment products and strategic services. For starters, it means joining a company focused on delivering outstanding innovation and support that helps customers increase revenue, lower costs and reduce risk. Precisely powers better decisions for more than 12,000 global organizations, including 95 of the Fortune 100. Precisely's 2500 employees are unified by four company core values that are central to who we are and how we operate: Openness, Determination, Individuality, and Collaboration. We are committed to career development for our employees and offer opportunities for growth, learning and building community. With a work from anywhere culture, we celebrate diversity in a distributed environment with a presence in 30 countries as well as 20 offices in over 5 continents.

We are seeking a software sales professional to join our team. In this role, you will manage current customer sales pursuits as well as net new prospect engagements. You will be responsible for selling the company’s legacy solutions in addition to leading highly complex solution sales pursuits for our next generation SaaS offerings. You will partner across internal groups to craft and lead winning sales engagements.

The Sales Account Executive is a results-focused, motivated sales professional who will identify and bring to closure direct sales engagements, upgrade and expand existing accounts, and work closely with regional partners. They will develop and implement a comprehensive strategy that maximizes opportunities for Precisely products and services. As Precisely’s growth and success is based on our customer’s success, a passion for owning and driving the complete customer lifecycle is critical.

What you will do:

• Proactively seek out, build and maintain relationships with senior leadership at client organizations.
• Be responsible for direct sales through ownership of account strategy to include mapping growth opportunities within account list by leveraging cross functional team members.
• Generate new business through identifying, prospecting, managing and closing new opportunities.
• As a trusted advisor you will demonstrate extensive knowledge and insight into prospective clients’ business processes while linking offerings to the agendas of senior executives.
• Deliver high caliber, persuasive presentations incorporating value-based strategies and impacts.
• Negotiate pricing and contracts. Meet and exceed quota standards.
• Develop and execute business plans to generate a sales pipeline for 3x coverage a rolling quota; manage pursuit strategies focused on senior executives to deliver new client wins.
• Develop and maintain accounts by building strong client relationships and strong management of internal, cross functional resources.
• Ability to work in a team environment as a knowledge leader.
• Communicate with customers on product and company direction to find future synergies.
• Learn and understand Precisely products and services, and the Precisely approved sales methodology.
• Develop an understanding of key industry trends, market opportunities, and common pain points in your territory.
• Build strong client relationships and leverage that network to expand into new accounts or buying centers.
• Collaborate with Precisely’s Marketing, Sales Engineering, Services teams and more to generate customer demand and compelling business propositions based on Precisely’s solutions.
• Leverage internal resources and the broader Precisely ecosystem - channel partners, distributors, and technology partners - to extend your reach and impact within your territory.
• Prioritize customer value and experience throughout the customer lifecycle.
• Document sales steps and manage your territory forecast utilizing Precisely’s Salesforce CRM.
• Support the Senior Vice President, Revenue Engage in accordance with the region’s strategy and plans.

What we are looking for:

• Bachelor’s degree in business or related field. Equivalent experience will be accepted in place of the educational requirement.
• Minimum 5 years of experience selling Customer Communication Management (CCM) software and/or SaaS solutions into the financial services and insurance vertical.
• You have a firm grasp on the industry’s data-intensive and regulated customer communications.
• You have proven success selling enterprise software to both net new and customer base accounts.
• Strong client engagement and relationship-building skills at all levels.
• Strong negotiation skills and demonstrated success with value- or outcome-based selling.
• Strong analytical, problem solving, and time management skills.
• High levels of intellectual curiosity and adaptability; you strive to understand your clients’ businesses and collaborate to define innovative solutions.
• A proven history of successfully selling to Enterprise Accounts within an assigned territory of named accounts.
• Clear understanding of the strategic selling process based on value based selling methodologies.
• Experience diagnosing and identifying business problems and helping customers quantify and justify customer engagement-centric solutions.
• Understand Contracts and Software License Management.
• Flexibility to travel up to 25% including overnight travel as appropriate.
• Experience with selling outsourcing or BPO services.

Preferred Requirements:

• SaaS software sales experience.
• Experience selling into financial services and insurance industry.
• Successful selling history within a global company with a broad products / services portfolio.
• Demonstrated experience driving complex sales cycles and customer success within a matrixed selling organization.

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