Wimbledon, UK

Strategic Account Executive

Europe, Middle East, Africa

Reports to: Sales Director, UK & Ireland

Position summary

The Strategic Account Executive develops relationships with new and existing clients on behalf of Winshuttle. By conducting extensive conversations with mid-to-high level contacts while navigating corporate pathways into enterprise accounts to build and develop interest in Winshuttle’s solutions. This strategic sales role will be required to prospect and target accounts for new business in tandem with selling to and maintaining an existing customer base. We are looking for a sales hunter with a proven ability to identify and qualify opportunities and develop and drive a client pipeline. This role requires a focused, disciplined and take-charge style combined with a consistent track record of hitting/exceeding quota and running a territory.

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

  • Consistently meet or exceed monthly assigned quota.
  • Generate sufficient new opportunities, through outbound as well as inbound activities to maintain an average of a 3-4x quota in opportunity pipeline.
  • Develop accurate sales forecasts and enter into Winshuttle’s CRM system (Salesforce) on a daily basis.
  • Understand the technology of Winshuttle’s product line sufficiently to identify and describe to our customers how our products can solve our customer’s business problems, help them be bolder in the marketplace and demonstrate their existing technology investments.
  • Each month, develop a minimum of five opportunities with new and existing prospects which successfully solve the prospect’s business problems, demonstrate how Winshuttle’s solution will make the prospect’s business more high-reaching.
  • Lead effective, persuasive meetings and presentations using clear and effective communication which showcases Winshuttle solutions.
  • Deliver presentations that convey confidence and credibility while detailing Winshuttle’s ability to implement a solution that supports our customer’s needs to tackle their business problems, be bold and bring to bear their existing technology investments.
  • Identify qualified prospects who would benefit from purchasing a Winshuttle solution by using the company’s lead generation programs, maintaining strategic business relationships with named customers, conducting research and direct outreach to identify potential prospects.
  • Cultivate and maintain excellent customer relationships by using a consultative approach to open discussions with customers, explore their business needs, summarise customer’s needs and issues, discover solutions and gain agreement on your solution.
  • Provide ongoing account management by meeting (either in person or via phone) with current customers on a monthly basis to maintain business relationships and identify new sales opportunities with existing customers.
  • Develop and maintain a sufficient understanding of pricing and product configuration alternatives to design solutions for customers and demonstrate our solutions.

Desired behaviors

  • Receptive to change – seeks and embraces improved approaches and processes.
  • Initiates action – is results oriented, takes responsibility for actions and outcomes. Meets commitments and strives for high performance.
  • Handles the workload – makes timely decisions, prioritises effectively, solves problems, monitors results and takes remedial action where necessary.
  • Technically proficient – knows role and has a proven familiarity with tasks and responsibilities.
  • Takes responsibility for own learning – knows personal strengths and recognises development needs. Is open to feedback and always seeks to learn.
  • Communicates ideas – strong facilitation and written communication, proposes a way forward. Listens to the views of colleagues and takes in different perspectives.
  • Works reciprocally – shares information, develops teamwork and contributes to a positive work environment.
  • Display ethical character and competence – acts with integrity and intent, is accountable for their own actions, behaves according to our PACT (People, Action, Continuous Learning and Trust) values. Act as a good citizen of Winshuttle.

Knowledge

  • Ability to sell technical software solutions to various business groups within an organisation including; master data, finance, human resources, sales and distribution, and information technology.
  • Validated ability to: build a strategic sales plan, prioritise, and execute as planned.
  • Ability to meet quota and adapt to changing environments.
  • Sell using a “solutions-oriented” approach that uses consultative sales techniques.
  • Possess an analytical skill set, strong presentation skills, and the ability to interact with any level within an organisation.
  • SAP (or other ERP) knowledge/experience a plus.

Experience

  • A minimum of 12+ years successful territory sales experience in enterprise software sales.
  • Track record of sales at a consistently high level of achievement.

At Winshuttle, we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our products, and our community to flourish. Winshuttle is honored to be an equal opportunity workplace. We are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national orientation, age, citizenship, marital status, disability, gender identity, sexual orientation, or Veteran status.

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.

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