ABOUT YOU

• Minimum of 5 years’ experience in a professional field sales or business development role selling software as a solution
• Demonstrated track record of success in meeting and exceeding sales targets and strive for success
• Create and maintain a robust and healthy pipeline of opportunities through prospecting activity
• Strong experience in B2B enterprise sales with excellent active listening, negotiation, presentation, and consultative sales skills
• Customer centric approach, commercial acumen, and ability to identify opportunities to cross sell solutions
• Ability to partner effectively with the wider sales team including pre-sales and proposition. A team player with a positive approach
• Good organizational and time management skills and attention to detail
  

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• Accumulates expertise and demonstrates mastery of specific product/content.
• Possess a deep understanding of the most relevant customer needs within area of specialism.
• Identifies how customer needs can be addressed through different product options and configurations to deliver the most impact.
• Shares knowledge and best practices with broader Sales team by supporting on pursuits.
• Defaults to engaging customers through virtual channels for the majority of deals.
• Acts as overlay support towards the end of the Sales cycle, to drive sales towards close.
• Focuses on more complex, higher value new logo and incremental sales (upsell/cross-sell) opportunities.
• Works in a pooled team across accounts within subsegment, rather than account or territory-aligned.
• Gathers and shares best practices across the broader Sales teams to support account/territory strategies.
• Grow sales in collaboration with Sales Executives, Client Executives and Key Account Managers utilizing specialist knowledge to deliver gross sales.
• Major emphasis on opening up new business, both within existing accounts and new customers
• Assist in key retention situations as required.
• May get involved in delivering technical demonstrations and requirements gathering, as digital trials and demos become available.
• Provide deep product expertise to drive sales and renewals to close.