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Account Executive
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Enterprise Account Executive - EMEA
About Us
Our client is a global provider of reporting, analytics, and performance management solutions that unlock the potential of business data and transform the way finance and data teams operate. They empower leaders from more than 32,000 organizations to make timely and intelligent decisions. Their comprehensive solutions cover Financial Planning and Analysis (FP&A), Controllership, and Data & Analytics. They provide finance teams with the insights needed to navigate any economic climate and drive greater financial intelligence, while improving productivity, visibility, accuracy, and compliance.
Job Description
Work for our client’s new business Sales team selling their market leading Enterprise Performance Management (EPM) product suite to the ‘Office of CFO’.
The Enterprise Account Executive will be responsible for driving new business growth across our EPM portfolio, including financial planning & analysis (FP&A), reporting, consolidation and close, disclosure management, corporate tax, and lease accounting solutions.
The role will focus primarily on developing and closing new business opportunities across the UK, Ireland and other European markets, engaging with prospects across a broad range of industry sectors. The Enterprise Account Executive will build relationships with senior finance and business leaders, understand their challenges and objectives, and position solutions that deliver clear business value.
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The Enterprise Account Executive will own the full sales cycle, from prospecting and opportunity qualification through to solution development, commercial negotiation and close. They will be responsible for generating and maintaining a strong pipeline, winning new customers, and consistently achieving revenue targets through a disciplined, consultative and value-led sales approach.
Working closely with Business Development Managers, Solution Engineers, and other internal stakeholders, the Enterprise Account Executive will lead customer engagements, coordinate the sales process, and ensure a high standard of execution from initial discovery through to successful close.
Our client has significant ambition to develop the world’s first platform of fully integrated, ERP-agnostic software solutions that span the entirety of the ‘Office of the CFO’. They are primed to continue their accelerated growth and if you’ve ever wondered what you’re truly capable of, there’s no better place to find out!
Responsibilities
- Prospect new business by conducting research to identify key decision makers and influencers within target accounts.
- Work with Business Development Representatives to generate initial customer interest to secure an introductory meeting.
- Present to Customers: Use the facts found in the discovery phase to present a compelling demonstration of our client’s EPM solution and create customer trust to their offering.
- Handle Objections: Skillfully probe for objections and remove obstacles/eliminate barriers to gain commitment; understand the difference between a stall and an objection.
- Negotiate the Sale: Facilitate successful outcomes to optimize profits.
- Close Sales: Lead the sales process to a close by demonstrating the superior value proposition of our client’s EPM platform.
- Forecast Sales: Provide consistent and accurate forward-looking information though pipeline analysis.
- Plan Sales Strategy: Plan and execute sales strategy with purposeful action to complete the sale.
- Report Customer Contacts: Update customer relationship management tools regularly and timely.
- Optimize Internal Resources: Gather internal support to pursue an account.
- Obtain product knowledge through training and mentoring sessions, and consulting with internal departments.
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Qualifications
- Enterprise Account Executive who has ideally sold Enterprise Performance Management software to large Enterprise Organisations.
- Has ideally sold successfully to the office of the CFO for enterprise companies – particularly FP&A, consolidation and close.
- High level of motivation, excellent communicator, rapid learner and the drive and adaptability to succeed in a fast-paced, high-performance, and rapidly evolving environment.
- Use of MEDDIC or other current Sales Methodologies.
- Holds a Bachelor’s degree.
- Fluency in English.
- Additional European languages a plus.
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