Account Executive

**About Wellspring**

Wellspring, formerly known as Sopheon, empowers organizations to change the world while achieving exceptional long-term revenue growth and profitability. By operationalizing the entire innovation life cycle, Accolade® and Scout software and expertise enable innovation, product and project professionals to drive successful innovation at scale.

Sopheon’s solutions have been implemented in over 50 countries by hundreds of blue-chip customers, including the three most recent winners of the PDMA’s Outstanding Corporate Innovator Award.

Some of the biggest and best known companies and brands in a variety of industries have implemented Sopheon’s Accolade solution with highly successful business results. Examples include industry leaders such as BASF, Mondelēz, Hershey, Honeywell, Parker Hannifin, and Evonik. Regional APAC examples are e.g. OPAL, Primo Foods, George Weston Foods, Simplot, Saputo Dairy, and Lion. Our consulting team has accumulated significant experience and best practices from these companies that is included in our solution and consulting services.

Sopheon has operating bases in the United States, the United Kingdom, the Netherlands, Germany and Australia, with distribution, implementation and support channels worldwide.
- Business-to-business software sales to larger complex companies in the territory (target company size min $100m AU turnover, with significant R&D teams and new product development portfolio).

-Expertise in securing access through your own efforts to senior executives for compelling sales conversations. You will be responsible for 1- to 2-hours of business development per day using all channels available to build and maintaining a strong pipeline of qualified leads, nurturing relationships, and closing high-value deals.
- Ability to identify undisclosed customer needs.
- Team selling and use of all company resources to aid sales process.
- Interpreting public information on a prospect account such as annual reports and stockholder information for account qualification, and to identify strategic entry message and positioning.
- Understanding strategic selling or MEDDIC and the roles of various buying influencers.
- Developing and maintaining a quality pipeline of potential opportunities.
- Contributing to complex enterprise deals for businesses end to end from; personal lead generation and qualification, solution development and presentation, contract negotiations, deal closing and transitioned to support teams.
- Developing partnerships with relevant players in the Territory, in order to be able to address the major organizations in the territory.
- Building compelling business cases to support proposals and identify the ROI.
- Successfully converting opportunities into license sales and consulting services engagements.
- Developing strong relationships with potential clients at GM, Director and C-levels particularly with prospect R&D, Marketing and Innovation Management functional areas.
- Adapting to existing team dynamics and supporting an organization to reach its objectives.
- Experience in selling to vertical markets including but not limited to consumer-packaged goods, food & beverage, Chemical and Process Industries.
- Has an existing network of contacts for shortening the sales cycle, particularly within research and development, innovation, marketing and/or general management.

**Skills and Expertise**:

- At least 3 years’ experience in a consultative sales process with complex “business centric” enterprise deals with organization in the territory.
- Evidence of your ability to consistently meet or exceed annual sales quotas.
- Evidence of your ability to use online technology and tools to uncover and drive an account based sales and marketing experience.
- Evidence of your ability to understand and diagnose customer business needs and articulate a clear solution.
- Use of social selling techniques to gain access to appropriate executives.
- Ability to utilize PowerPoint or other media to synthesize and present a compelling business case/rationale. Proficiency with Excel and Word for financial reporting and proposal generation
- Willingness and ability to travel as necessary, but also able to work virtually as appropriate.
- Superior communication skills (written, verbal and presentation).
- A knowledge of or experience in business planning, engineering and other product development / product management related areas is a big plus.
- A knowledge of or experience in selling entire innovation management and new product development (NPD) lifecycle solutions is a plus.
- Understanding of and familiarity with the governance models for innovation management, such as agile, waterfall and stage gate is desirable.
- Degree (or equivalent) in Management, Business, Economics, MBA a plus.
- Native English speaker. Knowledge of additional languages is an advantage, but not a requirement.