Enterprise Sales Executive US

Preservica•Boston, MA

1d•Hybrid

About The Position

Preservica is a fast-growing Series B scale-up that is changing the way organizations safeguard and protect long-term digital information. We are a recognized leader in active digital preservation. Our award-winning SaaS software is trusted by a rapidly growing user base of over 1,000 organizations, from major corporations like Sun Life, State Farm, Underwriters Labs, and government including Texas State Archives, New York City, Los Angeles County, Boston City Archives, Ivy League academic institutional libraries land iconic cultural institutions like the Museum of Modern Art (MoMA), New York. We focus on the information governance and archival market, and Preservica’s key differentiation is that we future-proof information for the long-term, ensuring that it remains readable. Our customers need to keep their information for 10+ years, or indefinitely, across a wide variety of file formats - documents, images, video, sound, website, social media posts, email, GIS…. We are poised for significant growth following the successful launch of our New AI Enabled technology across our software product editions including Enterprise, Professional and Starter (https://starter.preservica.com/). In addition, Preservica has recently launched a new Preserve365™ solution that makes Active Digital Preservation™ a seamless experience within Microsoft SharePoint. This unique capability opens a muti-billion-dollar addressable market for the right candidate with IT sales chops, complex organization navigation skills and a “nose’ for getting deals done. The fire in your belly and your desire to make serious money while working as a team member ensures your success.

Requirements

5+ years of software sales experience
History of achieving/exceeding targets
Knowledge and experience of SaaS, Cloud Services, Data Storage
Experience in Enterprise Content Management, Web Content Management, Records Management, e-Archiving, e-Discovery, and Digital Asset Management
Knowledge and experience in Regulated Markets
Strong written communication skills, able to create clear feature and benefit presentations, and other materials for a variety of audiences
Bachelor’s Degree (Business or Computer Science is an advantage)
Ability to articulate our value proposition to senior decision makers
Proven ability to manage a complex sales process involving multiple management layers within a customer organization (3-9 months’ sales cycle)
You have focus and persistence and creative sales talent to grow your business
Ability to sell conceptually and consultatively; ability to address the strategic business benefits, not just features and functions
Strong negotiation skills – “senior bearing”
Demonstrable ability to close business within given time periods
Entrepreneurial approach to new business generation (e.g., ability to work with consultants, channel partners, etc.)

Nice To Haves

You are an accomplished salesperson with a successful track record selling SaaS solutions to complex organizations within the broader Energy and Utilities sectors.
You want to be part of a company that has a compelling Product Led Growth (PLG) business advantage with unique and disruptive technology.
IT sales chops, complex organization navigation skills and a “nose’ for getting deals done.
The fire in your belly and your desire to make serious money while working as a team member ensures your success.
LinkedIn for networking (beneficial)

Responsibilities

Own a Sales territory (Energy and Utilities) and a New Business Bookings target. Work with a focused list of existing customers & new prospects to deliver this incremental revenue
Qualify and progress Product Qualified Leads (PQL’s) from prospects who have experienced Preservica’s freemium service(https://starter.preservica.com/) and who are now actively seeking to upgrade to an Enterprise level subscription
Work closely with the Sales Solution Architect to ensure and demonstrate that the Preservica solution is appropriate for the prospect
Manage and respond to prospect RFP (request for proposals) and RFI (request for information) in conjunction with our Solutions Architects and our RFP Manager
Collaborate with both Marketing, Inside Sales & Channel to grow the pipeline and to guide joint sales cycles and new business wins
Hand over new business to the Preservica Project & Customer Support teams in a structured, documented manner
Represent Preservica at Industry events, including conferences & exhibitions
Proactively use CRM (sf.com) to track Sales business & activity (essential) & LinkedIn for networking (beneficial)
Provide detailed market feedback to Marketing, Project and Development teams as required
Cross-functional communications and organizational skills to involve Subject Matter Experts on complex and competitive opportunities