Enterprise Account Executive

Home-based · Full time · Competitive base salary with uncapped earnings potential

Planisware is looking for 2 Enterprise Account Executives. This is a home-based role with regular travel to our UK office in MediaCityUK and occasional international travel.

Our focus is web-based Project & Portfolio Management & Strategic Portfolio Management Software, designed to help organisations improve their Engineering PPM, New Product Development and IT PPM as 3 examples.

Headquartered in Paris, with a strong and growing user base across Europe and the USA, Planisware is now expanding its reach more formally in the UK & Ireland, via its office in Manchester, UK.

This is an opportunity to further build a market. You will be an established and fast-growing UK & Ireland business.

The Enterprise Account Executive is responsible for further building Planisware’s brand & network presence in the UK & Ireland and winning new business. You will own the full sales cycle, following the proven direction we have within the UK team, develop relationships with senior stakeholders in target organisations, and compete for accounts currently served by established local and international PPM and SPM providers. You will be responsible for meeting an annual quota.

What you'll do

Reporting into the Sales Director for the UK & Ireland, your responsibilities will include:

• Establish further Planisware as a recognised and trusted name in the market, representing us at customer meetings, industry events and networking forums.
• Actively prospect and hunt for new opportunities, working alongside a dedicated Sales Development Representative to generate net new customers and ARR.
• Qualify prospects against RANT criteria mainly (Requirement, Authority, Need & Timeline), authority and decision-making process, and nurture your network of contacts across our priority sectors. You’ll have an SDR supporting this activity.
• Take leadership and ownership of the entire sales process, from pre-qualified through to close, coordinating all activity on the account.
• Identify and develop an in-depth understanding of each sales prospect, their buying and organisational influences, and their decision-making processes.
• Develop trusted-advisor relationships with key stakeholders and executive sponsors and give sales presentations to senior executives.
• Compete for and win accounts held by incumbent providers, building a compelling case for change based on capability, outcomes and long-term fit.
• Produce the Planisware solution document highlighting key differentiators, and prepare customer presentations, quotes, RFIs and RFPs.
• Deliver product demonstrations, and/or coordinate with our sales engineering team to do so.
• Oversee contract negotiations and terms, statements of work and master service level agreements, liaising with the appropriate corporate resources.
• Build and document all sales activity in our CRM, defining and recording monthly objectives and achievements, and providing accurate forecasts and reports on account status.
• Collaborate with Professional Services on the implementation Statement of Work, and act as a key escalation point through to go-live.
• Work with cross-functional teams across Planisware – pre-sales, professional services, product and marketing – to ensure successful implementation and customer success.
• Provide professional after-sales support, remaining in frequent contact with clients, anticipating their needs and resolving issues to protect customer satisfaction and our reputation.
• Feed market research, competitive intelligence and suggestions for improvement back to management, and contribute to the Irish commercial, partner and recruitment strategy as the business grows.