Enterprise Client Sales Executive
4 weeks ago
About the Role
We are seeking a seasoned and experienced Enterprise Client Sales Executive to represent Blue Prism in a selection of our large enterprise clients. A deal maker with high-energy, self-motivation and personality, you will be responsible for managing your account portfolio as a business with a solid understanding at forecasting opportunity closures using recognised sales methodologies and best practices.
Key Responsibilities
- Establish, engage, build, and maintain account relationships by following a self-developed Account Plan incorporating a value proposition aligned to the target client's business, operational structure, with potential sales opportunities based on industry use cases.
- Organise and conduct client meetings, presentations, and workshops.
- Entertain clients within the Blue Prism corporate guidelines as part of your engagement and coverage plan.
- Support and network trade shows, industry, and client events.
- Work with Solutions Consultants, Professional Services, Industry Experts, Chief Technology Officer, Business Partners, and Blue Prism Executives to create an Account or Pursuit team on opportunities.
- Work with Marketing, Partner Managers and Business Partners to create and contribute to Customer and Industry events that build branding and pipeline for your own business.
- Create and present client proposals (software solution, pricing, services plan and commercial terms).
- Help in the hand-over of solutions/projects from Sales to Professional Services and Business Partners.
- Manage your sales opportunity pipeline – progress and forecast sales opportunities to closure using the Blue Prism methodology, validation framework (MEDDICC) and CRM toolset.
- Maintain your professional and technical knowledge by successfully completing product, sales and compliance training required to effectively execute this business function.
- Prepare and present an annual business plan and provide outcomes and updates to the plan to management at each Quarterly Business Review (QBR).
- Work with Marketing, the broader Sales Team and management to successfully execute on your annual business plan.
- Must be able to travel 30% both domestic and international.
Requirements
- 10+ years' of sales experience, of which 5 years involved a complex solution sales process.
- Proven track record of success driving revenue through discovering, prospecting and creating new business.
- Experience selling to companies with over 10,000 employees is essential.
- Aptitude to sell at senior level managing complex transformational deals.
- Superb relationship building skills are a must - a range of influencers are involved in successful RPA sales - within the target accounts themselves, influencing partners and of course internal Blue Prism resources needed to support client activities.
- Strong background in new business sales with a demonstrable track record of success for clients.
- Background in a consultative sales environment with an excellent understanding of complex solution sales cycles and proven experience in successful solution selling.
- Experience of or ability to sell more to the business and develop the business case for IT.
- Inquisitive and tenacious at finding new opportunities and extending the value of your accounts/portfolio.
- Credible at both executive and operational levels, with the ability to develop long-term relationships.
- Will be used to carrying a large quota, have strong organisational skills.
- Will have a ruthless focus on results - pipeline generation, revenue and profit, with the ability to lead and inspire others in your ecosystem.
- Excellent communicator, both written and verbally.
What You Will Need for Success in this Role
- Sales-driven and a fast-moving person with a strong customer focus.
- You are passionate about creating a value for your customers, which ultimately leads to profitable business for both.
- Able to identify the right decision makers and influencers as well as the courage to ask the right, wrong and even silly questions.
- Excellent at communicating in the right context, across all levels, and towards a focused outcome; i.e. not waste the client's or you own time. You know what to say and more importantly, how to say it.
- Confident in what we do and not stop at anything to deliver on your goals.
- Determined to be best at what you do and know how to draw the best out of your colleagues.
Education, Experience, and Licensing Requirements
- Bachelor's or master's degree with a concentration in marketing, promotions, advertising sales, or business administration preferred.
- At least five (5) years of industry sales experience.
- One to three years of management experience.
- Strategic leadership ability.
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