Strategic Account Executive

A ground-breaking & award-winning Construction Technology company; XYZ Reality are the creators of the world’s first and only engineering-grade Augmented Reality solution, purpose-built for the construction industry. Not only have we created this technology, that sits within The Atom – a smart, site-safe hardhat/headset - but we also act as a consultancy on the Data Centre and Mission Critical projects that the AR solution is being implemented on to ensure that all schemes are completed according to the delivery timescales set out, and are able to fall within budget.

XYZ has grown to over 120 staff across the UK, Europe and the US and is working with prestigious, market-leading Data Centre organisations to successfully deliver major projects throughout Ireland, France, Germany, Italy, Denmark, the UK, Netherlands, Poland and Spain. Our mission is to change the construction industry for the better, forever, and are the trailblazers in eliminating rework, and 2D designs, in their entirety.

As Account Executive – Mission Critical, you will be directly responsible for generating new revenue by solving customer challenges through the XYZ Reality Solution. Coming from the Construction or Mission Critical (data centre, pharma, healthcare, nuclear) industry, you'll use your in-depth enterprise sales experience and knowledge to connect with prospects and accounts, identify and uncover their needs, and develop robust sales strategies that demonstrate value and ROI. Your goal is to gain a clear understanding of the customer's challenges and help our customers achieve their goals using the XYZ Reality platform. You'll identify key contacts, stakeholders and develop champions, while building long-term partnerships within your accounts. In this role you will have annual and quarterly targets and be part of the revenue team, while reporting to the CRO.

Key Responsibilities

• Develop long-term and influential business relationships within assigned accounts, communicating at all levels (internally and externally) including C-level to understand their goals and desired business outcomes.
• Identify important contacts within assigned accounts, including decision-makers, champions, and influencers.
• Be a trusted advisor to your accounts, identifying and communicating business values that link the XYZ solution to your customers' biggest pains and issues.
• Manage accounts through entire sales process; from business development, prospecting, and specifications through contract negotiations, signing, and post-sales support.
• Work with the extended revenue team (marketing, revenue operations, sdr) to develop and implement account plans and sales strategies that create engagement & trust with accounts.
• Establish action plans for addressing account challenges and review and share action items to further address issues.
• Plan, forecast and implement revenue sales strategies that build pipeline and achieve targets.
• Use Salesforce to update and maintain all account activity and opportunities with an emphasis on next steps.

You could be a strong candidate if you have the following:

• Several years in managing and delivering technical complex enterprise sales, carrying a quota and managing multiple accounts and opportunities.
• Deep experience and knowledge working 6+ figure deals and handling complex deal negotiations.
• Excellent communication skills for technical and non-technical audiences.
• Believe in solution selling and value selling mindset, including strong sales process, account planning and leveraging internal resources to deliver the best solution to the customer.
• Strong consultative sales approach, CRM proficiency, and willingness to travel domestically and internationally when required.

The Ideal Candidate:

• Experience selling into Mission Critical (data centre, pharma, semiconductor, nuclear, oil and gas) focused businesses within Construction.
• Optimistic, open to feedback and coaching, enjoys building relationships while on the road.
• Experience with selling into the construction industry, cloud / SaaS sales.
• Familiarity with sales processes and selling methodologies.
• Tools: Salesforce, MS Teams, Sales Navigator, Apollo, Gong, etc.

Benefits

• Competitive salary.
• Career development opportunities.
• Dynamic work environment with cutting-edge AR technology.
• 25 days holiday + public holidays and Christmas shutdown.
• Private medical insurance and pension scheme.

If you'd like to see the products and technology we have created so far on our journey you can view it in action through our YouTube and Website.