UK Account Executive

Manchester

What you'll do

Planisware UK LTD is looking for an Account Executive to expand their business opportunities. The ideal candidate will have an industry project & portfolio management background aimed at enterprises that bring new products to market. Planisware’s technology includes a complete web-based project & portfolio management solution designed for organizations that are looking to enhance and optimize their innovation lifecycle. Planisware is focussed on continuing its expansion into the market thanks to a state-of-the-art, flexible, and robust offering. The successful candidate will be responsible for the following. 

  • Creating detailed business plans to help Planisware achieve its business objectives.
  • Sell software and services to clients, prospective clients, and supplier partners for generating sales revenues and related contracts.
  • Meet annual quota as defined by management.
  • Coordinate with the management team to enhance sales presentations.
  • Meet productivity metrics as per management team’s directions.
  • Respond timely to prospect and customers’ requests.

Lead Generation

  • Provide general oversight to Business Development Representative (monitor quality of outbound communications).
  • Define yearly Lead Generation Roadmap.
  • Conduct follow-up calls to prospective clients.
  • Lead organisation of PPM events in collaboration with marketing team (tradeshows / conferences, networking…).
  • Qualify prospects as per sales commission plan, budget and decision making.
  • Nurture existing contacts (prospective customers / partners / analysts…).

During Software sales process (Opportunity from Qualified to Close)

  • Ownership of the entire sales process from pre-qualified through to close and understanding of process.
  • Coordinate all activity on the account per process (management, legal and pre-sales mostly).
  • Build and document sales activity in company CRM software and document all activity.
  • Define monthly objective/achievements and record them in company CRM.
  • Identify and develop an in-depth understanding of each sales prospect, their buying and organisational influences, and their decision-making processes.
  • Develop and put together Planisware “solution document” highlighting the key solution differentiators.
  • Handle/prepare customer presentation, quotes, RFIs and RFPs. Offer products and services to qualified clients through demos or coordinate with pre-sales team.
  • Liaise with appropriate corporate resources regarding contract terms, statements of work, master service level agreements, etc.
  • Run demos for prospects, develop presentations and adapt sales collateral.

During the Implementation

  • Write statement of work.
  • Prepare and engage in business development team status meetings.
  • Review spending vs. budget.
  • Review invoices and ensure timely payment.

Post Software Sales

  • Provide professional after-sales support to enhance the customer relations.
  • Remain in frequent contact with the clients and anticipate/understand their needs.
  • Respond to complaints and resolve issues aiming to customer contentment and the preservation of the company’s reputation.

 

Required Qualifications

  • BA/BSc and 5 years minimum selling enterprise software and service solutions.
  • A proven track record of lead generation and qualification, account penetration, growth, and revenue recognition.
  • Proven experience in selling one of the following applications: Enterprise software, PPM software or portfolio management.
  • Proven and successful sales experience at managing resources and complex, multidimensional sales effort at the customer-level and corporate environment.
  • Strong written and oral communication skills.
  • Willingness to travel.
  • Self-motivated and enthusiastic; capable of working alone or with a team.

Preferred Profile

  • Strong interest in the field of information technology and in the enterprise software industry.
  • Proven sales or pre-sales experience with other PPM software offerings.
  • Solid understanding of the concepts and techniques in all or some of the following disciplines: Project & Portfolio Management, New Product Development, Agile and Scaled Agile.
  • Curious, fast learner and technology talented.

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Unser großartiges Team in Manchester