Enterprise Account Executive, EMEA

Overview

Unily partners with the world’s largest and most complex enterprises to power Organizational Velocity through digital Employee Experience transformation. Iconic brands, including Estée Lauder Companies, CVS Health, and British Airways, use Unily’s market-leading Employee Experience platform to improve productivity, streamline communication, and foster a highly connected workplace.

Unily is the only triple leader recognized by all three of the major analysts. Unily is recognized as a Leader in the 2024 Gartner®Magic Quadrant™ for Intranet Packaged Solutions, the 2024 Forrester Wave™: Intranet Platforms, and the IDC MarketScape: Worldwide Experience-Centric Intelligent Digital Workspaces 2024. With these accolades, we continue to grow and expand our employee community with people who are passionate about joining us on this exciting journey.

Job Purpose

As we continue to expand our market share in the rapidly emerging Employee Experience platform category, we are looking for an Enterprise Account Executive for our EMEA sales team.

As an Enterprise Account Executive at Unily, you will report into the RVP Sales, EMEA and be pivotal in driving the sales strategy following a recent restructure. You will be responsible for new customer acquisition and the end to end sales cycle, from sales qualifying incoming leads through to contractual negotiations and close. Along with developing an outbound strategy for your named accounts, you will need to understand and assess customer needs and uniquely and expertly position our products and services to meet those requirements.

This is a hybrid role requiring 2 days per week in our Chancery Lane office. You will also need to have the flexibility to travel on occasion for face-to-face presentations.

Main Responsibilities

Developing New Business for Unily

• Use business acumen to identify new customers through creative lead generation, using internal tools, social networks, Partners, proactive outreach, Unily and industry events. Leverage personal network where possible.
• Contribute and be proactive in the development and execution of UK lead generation programs in conjunction with internal Business Development Representatives and the marketing department.
• Participate in, and on occasion help to organise events, seminars, webinars and other marketing and PR related activities.

Selling to Enterprise Clients

• Build and use knowledge of the Unily value proposition to position us as a critical business partner.
• Understand and effectively navigate the largest most complex enterprise businesses stakeholder landscape, engaging multiple departmental teams (HR, IT, Communications, EX), senior leaders and CXO’s.
• Develop strategies to gain maximum exposure to CXO and other SLT stakeholders.
• Gain trusted advisor status, build exceptional reciprocal key stakeholder relationships.
• Ability to identify and address complexities of customers decision-making process and help guide customers through this journey based on previous experience.
• Identify supporters and detractors and appropriately address each. Understand different departments motivation factors and goals, addressing these accordingly with Unily capabilities, use cases and outcomes.
• Understand and exploit the customer buying process.
• Actively demonstrate detailed knowledge of the competition to proactively position Unily.
• Adopt a consultative, solution sales approach, supporting prospects with business case creation, stakeholder engagement, and business value assessments.
• Leverage the Unily Partner network to help secure more new business, and influence opportunities to maximise positive outcomes.

Solution Knowledge

• Have a broad and deep understanding of all Unily capabilities and be able to effectively articulate the business value in ways that resonate with the customer. Effectively map Unily capabilities to Customer goals and objectives.
• Able to collaborate with Unily subject matter experts in ways that best serve the customer.

Communication

• Actively investigate client needs through effective direct engagement.
• Deliver clear and concise presentations with enthusiasm and passion that demonstrate differentiation and knowledge of our products and services.
• Gain agreement on actionable next steps advancing a sale.
• Assist and lead on the generation of relevant documentation including responding to RFX’s, creating commercial proposals, business case creation, presentation assets, Service and License Agreements.

Negotiation

• Detailed understanding of gives and gets, levers that can be used when negotiating. Detailed knowledge of Unily commercial make up.
• Remain professional under pressure and demonstrates responsible decision making.
• Diffuse conflict in ways that create additional value and lead to new opportunities.
• Understands roles of all parties in a negotiation and anticipates their perspectives.
• Understands the roles of all parties involved in a negotiation and their tactics, vision, motivation, sensitivities and intentions.

Building Internal Relationships

• Build strong and effective relationships and collaborate with peers, managers and co-workers across Unily.
• Openly communicate and provide timely feedback and share ideas with the team.

Achieving agreed Quarterly and Annual Revenue targets

• Maintain accurate and up-to-date forecasts.
• Regularly communicate updates including material changes to forecast.
• Drive for results and focus energy on high value and profitable opportunities.
• Utilise Salesforce platform to track all pertinent information related to the opportunity.

Requirements

• Minimum of 5 years or more of proven SaaS sales success preferable selling a comparable product such as Content Management, Intranet or Collaboration solutions.
• Proven experience in selling to FTSE 100 or and Fortune 500 companies
• Ideally sold to senior stakeholders such as Chief Communications, Corporate Affairs, CHRO and or CIO Persona’s
• Knowledge of sales practice, strategy, tactics, tools in development of the value proposition.
• Proven track record of building customer relationships and managing key stakeholders.
• Ability to clearly and effectively communicate with business, technical and C-level executives.
• Strong verbal skills with the need for occasional public speaking to large groups.
• Internal Communications and Employee Engagement Solutions background would be ideal.
• Customer obsessed, with a commitment to doing right by our clients.

We are united by a shared purpose and are committed to truly understanding each other. We know that everyone is unique and has their own story. We strive to have a diverse workforce that embraces and celebrates one another. We are united in building connections and curious to learn from each other so that we continue to grow together to build the workplace of tomorrow.

Why Work For Unily?

In addition to a generous base salary and discretionary company bonus, here are some things we think you will love:

Our awesome team culture. We are focused on achieving results as a team and having fun while we do it. You won’t find a friendlier or more dedicated bunch of people.

Our industry leading product. We are very proud of our ever-evolving product, naturally we use (and love) it internally and provide the tools and resources for you (and our clients) to become a Unily expert.

The flexibility that we offer. We don’t just mean working from home occasionally. We operate on a hybrid basis, and also recognize that life happens during the 9-5.30 and encourage a sustainable work/life balance.

Our bright and modern office spaces. When you need to be in the office we want it to be like being at home. We have a well-stocked kitchen and the option to bring your dog to work.

We offer a fantastic suite of benefits. Including 25 days holiday plus an extra paid day off to enjoy your birthday, Vitality life cover (for health, sight, hearing and dental), Aviva pension (via a salary sacrifice scheme), life assurance, income protection and so many more.

Our commitment to sustainability and giving back to the community. We know working for an organisation that takes its environmental & social impact seriously is important, and we are proud to offer 1 fully paid volunteering day per year, an employee matching charity donation scheme and options to lease an Electric Vehicle through our salary sacrifice scheme.

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