Denodo
Enterprise Account Manager (Public Sector)
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Job Description
As the Senior Account Executive (Public Sector) at Denodo, you will be responsible for driving new business growth across Public Sector organisations within your assigned territory.
This is a strategic, quota-carrying individual contributor role focused on acquiring new customers and expanding Denodo's presence across the UK Public Sector. You will own the full sales cycle, from identifying and qualifying opportunities through to executive engagement, commercial negotiations, and closing complex software deals.
We are seeking high-performance candidates with a track record of exceeding sales targets in enterprise software over the past five years. Candidates must have a solid background in the data integration, data analytics, and data management space with proven experience engaging with potential customers, partners, and prospects in the assigned region. The ideal candidate should have excellent presentation and communication skills to handle the entire sales process from business development, prospecting, and qualifying to negotiations and closing.
The ideal candidate will have excellent communication, presentation, and relationship-building skills and be comfortable developing pipeline through prospecting, partner collaboration, and strategic account planning.
The successful candidate will be working closely with experienced sales and marketing leadership and be supported by a strong technical team in a fast-paced and rapidly growing company to develop professionally and gain opportunities to excel.
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Job Responsibilities & Duties
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- Own and execute the territory strategy to achieve and exceed new business revenue targets.
- Develop and manage a pipeline of qualified opportunities across Public Sector organisations.
- Drive new logo acquisition while identifying opportunities to expand Denodo's footprint.
- Manage efforts to research and identify customer prospects and targets.
- Responsible for meeting individual sales quotas based on corporate and regional revenue targets.
- Accountable for achieving new customer acquisition targets and implementing expansion strategies.
- Working with our partner channels sales team to identify, source, onboard appropriate channel & alliances partners, and to drive revenue through both direct and indirect channels.
- Set and execute customer acquisition strategy across Direct inbound and through our Partner ecosystem within the assigned set of accounts and/or territory.
- Develop and actively maintain sales forecasts across assigned accounts and territory.
- Measure and report the result of sales and plan execution.
Desired Skills & Experience
- 10+ years of results-driven enterprise software sales experience
- 5+ years of experience in selling enterprise software
- Experience selling into UK Public Sector organisations.
- Good knowledge and experience with Data Integration, Data Warehousing, Databases, Business Intelligence, Data Analytics, AI/ML concepts, and products.
- Good understanding of enterprise IT architectures and corporate data strategies and solutions.
- Capable of managing all aspects of the sales cycle from cold calling prospects to negotiating enterprise-wide contracts.
- Ability to present technical concepts and business solutions clearly through demonstrations and proposals.
- Exemplary written and oral communications skills with the ability to engage with a wide range of customer roles (C-suite, Executives, Subject Matter Experts, and Enterprise Architects).
- Good organizational, prospecting, and follow-up skills.
- A team player with the highest level of integrity.
- Bachelor’s degree in a business-related discipline, computer science, or engineering with an MBA preferred, or equivalent work experience.
- Nice to have experience in leveraging Employee Advocacy and Social Media to network with industry peers, share thought leadership content, and enhance brand visibility to support sales engagement and relationship building.
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