The Role: Senior Client Executive – Enterprise
Contract: Perm
Salary: £110k base plus OTE
Location: London (hybrid working)
Start date: ASAP
As a Senior Client Executive, you are responsible for driving revenue through the proactive cultivation of Enterprise customer accounts, developing strategic account plans, and building key business relationships with a select number of the company’s most important global enterprise clients.
Your role requires a strong focus on strategic account expansion sales, developed knowledge of the company’s many products, identifying and developing enterprise solution-selling opportunities and working with product specialist Sales, Customer Success and Marketing teams to close transactions and drive revenue growth.
You will have exceptional relationship management and sales skills, be independently motivated, team-oriented and able to influence internal and external stakeholders to achieve client development and sales goals.
Ultimately, you are responsible for senior customer relationship management and revenue growth of the company’s largest and most critical clients.
Key Responsibilities
- Prepare strategic account plans for Enterprise accounts, which will document an organization’s multiyear plan, identify new sales/cross-sell/up-sell opportunities, include tactical nurture & sales plans, and map out current and future revenue projections.
- Collaborate with Sales, Marketing, Finance, Operations, and Product leadership to develop specific account management plans to meet assigned accounts’ needs and an overall strategy to optimize sales and retention opportunities.
- Engage with existing Enterprise customers to position company solutions through strategic value-based selling, business case definition, ROI analysis, and leveraging some company governance data.
- Initiate and deliver proposed solutions to C-Suite and Executive level clients across multiple levels and divisions, to meet the needs of the organization as it relates to the full suite of company offerings, as appropriate.
- Use Salesforce to drive organization and management of leads, opportunities and relationship touchpoints.
- Work closely with the Enterprise Customer Success team to ensure successful roll-out, adoption, and ongoing use of the product.
Required Experience/Skills:
- 10+ years of enterprise solution sales experience selling CRM, ERP, or similar.
- Strong background in consultative selling/solution selling wrapped around a core SaaS product.
- Past deal structures have required working with multiple customer stakeholders from different functions and being a combination of recurring revenue and professional services.
- A proven track record of driving and closing enterprise deals.
- Consistent, documented overachievement of quota and revenue goals for a multi-year period.
- Ability to think creatively about how to solve client problems using a variety of company products and services; approach clients from a strategic orientation (not product).
- Proven ability to effectively demo and sell complex, multi-product solutions, and articulate company value proposition to clients and their key stakeholders.
- Excellent communication and influencing skills through verbal, written, and live presentations.
- Ability to manage and generate revenue from existing customers through a conscientious and relationship-driven approach.
- Good organizational skills with the ability to set priorities and be flexible in changing, fast-paced, and high-stress environments.
- Strong negotiation skills and competency in managing large service agreements across their lifecycle.
- Understanding of MEDDIC sales methodology, or equivalent, is preferred
Our client offers a strong compensation and comprehensive benefits package, including pension, Group Life Insurance and Income protections, alongside Medical and Dental Insurance.