Account Executive, Majors

2 weeks ago

Melbourne, Victoria, Australia Dayforce Full time

Posted Thursday, June 13, 2024 at 4:00 AM | Expires Saturday, July 13, 2024 at 3:59 AM

Location: Work is what you do, not where you go. For this role, we are open to a hybrid work model in Melbourne.

About the opportunity

Reporting into the District Vice President Major Accounts, the Account Executive is responsible for selling Dayforce HCM solutions to companies in their assigned territory. As an industry specialist and a member of the ANZ sales team you will not only sell, but help customers take a lead in their transformation journey, supported by Dayforce's deep industry expertise and experience of managing similar customer journeys across different industry verticals. You will also be pivotal in developing solutions for clients that include increased agility, insightful decision-making, and strong return on investment.

While this sales role is primarily focused on selling new business, the Account Executive, may also be responsible for selling to existing clients.

What you'll get to do

  • Revenue Generation
    • Attain sales quota by creating and executing a business plan to exceed revenue goals and expand Dayforce's value
    • Leverage Dayforce internal resources and form a virtual team to develop account plans
    • Lead the territory and account planning process that develops account strategy, financial targets, and critical milestones
    • Understand the competitors' offerings, have a clear perception of the market evolution, and be able to define the key differentiators of our solutions and services
    • Develop mutually beneficial relationships with C suite and other key decision makers and influencers in assigned vertical or geography
    • Leverage knowledge of prospect's business and industry, as well as Dayforce's HCM capabilities to establish value and create new opportunities
    • Establish and execute sales strategies that effectively present a solid business case to prospects and using competitive intelligence to best leverage Dayforce
    • Lead sales engagement and involves resources as needed to address prospect's needs and business problem(s)
  • Conduct negotiations on behalf of Dayforce
    • Maintain accurate and timely customer, pipeline, and forecast data
    • Capture all relevant information in CRM system
    • Follow all defined processes and timelines
    • Keep current on Dayforce processes and any relevant changes
  • Maintain technical knowledge
    • Complete HCM Certifications and maintains product proficiency in order to effectively explain the value of Dayforce HCM solutions and how they differ from competitors
    • Effectively communicates how Dayforce HCM applications solve business problems

Skills and experience we value

  • Experience selling high end software solutions, SaaS consulting/managed services to enterprise and mid-market companies
  • Proven success hitting 1+ mil revenue targets
  • Experience developing territories
  • Very Strong pipeline and account management experience
  • Highly developed sense of accountability
  • Proven selling (mainly in solution selling), influencing, persuasion and negotiation skills
  • Degree preferred

What would make you really stand out

  • Solution selling with a sales hunter mentality, able to open doors and to close deals
  • A team player with the ability to work independently while being managed remotely
  • Strong client focus and outstanding capacity to work well with multiple prospects
  • Excellent communication skills used in clear concise language
  • Relationship building at all levels of a client – Executive to junior
  • Ability to understand the business value of an opportunity and sell on value
  • Resilient, persistent, reliable and creative
  • Excellent Judgement, Critical thinking and Decision Making
  • Culturally aware and demonstrates high personal integrity
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