Regional Account Executive, UK&I

Wimbledon, UK, Europe, Middle East, Africa

Reports to: Sales Director, UKI

Position summary

To generate the maximum amount of software licensing revenue by identifying, developing, and closing new business opportunities within existing and net-new Winshuttle accounts. As a solution sales person, you will be managing the entire sales process and building long-lasting relationships through your understanding of customers’ business challenges.

About Winshuttle

Are you interested in working in a fun, collaborative environment, for an award winning workplace? Winshuttle is dedicated to fostering a culture of respect and innovation to support and empower employees' ambitions. We're constantly looking for entrepreneurs who aren't afraid to think outside the box, and don't take themselves too seriously. We embrace and support our employees who seek opportunities for continued learning, inspire others, and live and breathe our core PACT values. We have a work hard, play hard mentality; we're constantly evolving lean solutions for ERP business processes by day, and dominating on the frisbee golf course by night. Our strength and competitive advantage stems from our awesome employees, and we strive to create a balanced work life that is as inspiring and rewarding as life at home. Think you might be a great fit?

Essential functions and responsibilities

  • Qualify and prioritise new and existing opportunities across your territory that offer the greatest revenue return to Winshuttle
  • Understand the business goals, challenges and issues for all prioritised customer accounts
  • Leverage your understanding of Winshuttle’s product portfolio to identify how our products can help solve customer’s business problems and help them more effectively utilize their existing technology investments
  • Document and manage dynamic Territory/Account Plans encapsulating the above business requirements
  • Formally present Winshuttle’s value proposition to customers and showcase our ability to implement a solution that solves their business problem.
  • Correctly identify the buying criteria of the economic buyer and respond to their concerns/objections
  • Negotiate on value during sales capture and apply understanding of Winshuttle’s pricing and licensing options
  • Maintain operational excellence on a weekly basis by accurate forecasting and information flow to your Sales Director
  • Develop a 12 month pipeline of well qualified incremental business opportunities
  • Provide ongoing account management by meeting with customers to maintain Winshuttle’s business relationship and identify new sales opportunities

Desired behaviors

  • Initiates action – is results oriented, takes responsibility for actions and outcomes. Meets commitments and strives for high performance.
  • Manages the workload – makes timely decisions, prioritises effectively, solves problems, monitors results and takes remedial action where necessary.
  • Technically proficient knows role and has a solid familiarity with tasks and responsibilities.
  • Takes responsibility for own learning – knows personal strengths and recognizes development needs. Is open to feedback and always seek to learn.
  • Communicates ideas – proposes a way forward. Listens to views of colleagues and takes in diverse perspectives.
  • Works collaboratively – shares information, fosters teamwork and contributes to positive work environment where people want to come to work.
  • Receptive to change – is flexible. Seeks and adopts improved approaches and processes.
  • Display ethical character and competence – acts with integrity and intent, is accountable for own actions, behaves according to the company values. Act as a good citizen of Winshuttle.



  • How to sell technical software solutions that are tailored to meet a client’s needs and demands
  • How to hold business-led discussions and negotiate on value
  • A technical affinity with a solid understanding of IT principles and the IT industry
  • SAP (or other ERP) knowledge/experience a distinct advantage
  • Business Intelligence knowledge/experience a plus


  • A minimum of 5 years’ proven track record in software license sales at mid-market or above
  • Proven ‘new business’ sales with consistent achievement against quota
  • Selling using a formal solution selling methodology (ideally CCS)
  • Solid demonstration of relationship building and selling software solutions to various business lines including IT, Finance, Distribution, HR etc
  • Proven ability to create and execute on a Territory/Account Plan
  • Experience in qualifying and developing new customers from a cold start and managing the entire sales lifecycle from inception through to successful outcome

This job posting does not imply that these are the only duties to be performed. Employees occupying this position will be required to follow any other-related instructions and to perform any other job related duties requested by their supervisor. To perform this job successfully, an individual must be able to perform each essential duty and meet the physical requirements satisfactorily. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.