Enterprise Account Executive, NAM

Unily • New York, NY

293d

About The Position

As we continue to expand our market share in the rapidly emerging Employee Experience platform category, we are looking for an Enterprise Account Executive. As an Enterprise Account Executive at Unily, you will report into the RVP Sales, NAM and be pivotal in driving the sales strategy following a recent restructure. You will be responsible for new customer acquisition and the end to end sales cycle, from sales qualifying incoming leads through to contractual negotiations and close. Along with developing an outbound strategy for your named accounts, you will need to understand and assess customer needs and uniquely and expertly position our products and services to meet those requirements.

Requirements

• Minimum of 5 years or more of proven SaaS sales success preferable selling a comparable product such as Content Management, Intranet or Collaboration solutions.
• Proven experience in selling to FTSE 100 or and Fortune 500 companies.
• Ideally sold to senior stakeholders such as Chief Communications, Corporate Affairs, CHRO and or CIO Persona's.
• Knowledge of sales practice, strategy, tactics, tools in development of the value proposition.
• Proven track record of building customer relationships and managing key stakeholders.
• Ability to clearly and effectively communicate with business, technical and C-level executives.
• Strong verbal skills with the need for occasional public speaking to large groups.
• Internal Communications and Employee Engagement Solutions background would be ideal.
• Customer obsessed, with a commitment to doing right by our clients.

Responsibilities

• Use business acumen to identify new customers through creative lead generation, using internal tools, social networks, Partners, proactive outreach, Unily and industry events.
• Contribute and be proactive in the development and execution of US lead generation programs in conjunction with internal Business Development Representatives and the marketing department.
• Participate in, and on occasion help to organise events, seminars, webinars and other marketing and PR related activities.
• Build and use knowledge of the Unily value proposition to position us as a critical business partner.
• Understand and effectively navigate the largest most complex enterprise businesses stakeholder landscape, engaging multiple departmental teams (HR, IT, Communications, EX), senior leaders and CXO's.
• Develop strategies to gain maximum exposure to CXO and other SLT stakeholders.
• Gain trusted advisor status, build exceptional reciprocal key stakeholder relationships.
• Identify and address complexities of customers decision-making process and help guide customers through this journey based on previous experience.
• Identify supporters and detractors and appropriately address each.
• Understand and exploit the customer buying process.
• Actively demonstrate detailed knowledge of the competition to proactively position Unily.
• Adopt a consultative, solution sales approach, supporting prospects with business case creation, stakeholder engagement, and business value assessments.
• Leverage the Unily Partner network to help secure more new business, and influence opportunities to maximise positive outcomes.
• Have a broad and deep understanding of all Unily capabilities and be able to effectively articulate the business value in ways that resonate with the customer.
• Effectively map Unily capabilities to Customer goals and objectives.
• Actively investigate client needs through effective direct engagement.
• Deliver clear and concise presentations with enthusiasm and passion that demonstrate differentiation and knowledge of our products and services.
• Gain agreement on actionable next steps advancing a sale.
• Assist and lead on the generation of relevant documentation including responding to RFX's, creating commercial proposals, business case creation, presentation assets, Service and License Agreements.
• Detailed understanding of gives and gets, levers that can be used when negotiating.
• Remain professional under pressure and demonstrates responsible decision making.
• Diffuse conflict in ways that create additional value and lead to new opportunities.
• Build strong and effective relationships and collaborate with peers, managers and co-workers across Unily.
• Maintain accurate and up-to-date forecasts.
• Regularly communicate updates including material changes to forecast.
• Drive for results and focus energy on high value and profitable opportunities.
• Utilise Salesforce platform to track all pertinent information related to the opportunity.

Benefits

• 23 vacation days plus an extra paid day off to enjoy your birthday.
• 10 sick days and 1 annual volunteer day.
• Medical, dental and vision coverage at $0 payroll cost at the employee-only coverage level and cover 50% for all other level.
• 1x your annual salary in Life and AD&D coverage at no cost to you.
• 5% match on your 401(k) and no vesting schedule after your first 90 days.
• Hybrid working model.
• Bright and modern office spaces with a well-stocked kitchen and ample parking.
• Employee matching charity donation scheme.
• Options to lease an Electric Vehicle through our salary sacrifice scheme.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Professional, Scientific, and Technical Services
• Number of Employees: 251-500 employees