Job Description

Global Job Description

Role: Account Executive – Enterprise selling into Human Resource

Effective date: May 1st, 2021

Summary

Responsible for sales of Tivian software products, solutions and services in a high volume, multi-tasking environment to prospective and current accounts.  Selling SaaS solution into Human Resource is a requirement

Primary responsibilities in sales

· Responsible for the achievement of software and services revenue target.

· Sells software, solutions and services to current and prospective customers; works with other sales personnel to position and leverage sales opportunities to acquire, grow and retain customers within assigned territory.

· Fulfils wide range of requests for information from prospective customers. Qualifies level of opportunity and type of account.

· Prospects within a territory or account to uncover business needs.

· Implements aspects of territory and account management and development; identifies accounts with high "close" potential, qualifies, and forecast time frames to close business.

· Works closely with other account managers and executives to facilitate timely response to highly qualified, high revenue potential leads.

· Prepares standard quotations and proposal information as needed; works with other departments to create and finalize contracts and set time schedules for services.

· Follows up with customers to track satisfaction levels and to discover additional revenue opportunities.

· Develops a basic understanding of company pricing and licensing procedures.

· Performs other duties, as assigned.

Additional Responsibilities for the role of Enterprise selling

· Building business cases together with the customer to help facilitate the customer’s buying process.

· Creating roadmaps together with customer to enable realisation of customer benefits

· Customizes and sells solution and consulting packages to match account needs with QB’s offerings, along with external partnership offerings.

· Utilizes solutions-selling methodology, strategic concepts, and techniques

· Conducts significant direct contact with customers and travel to customer sites.

· Serves as a resource for team members in all aspects of territory management, policies and procedures, marketing goals and objectives, market trends and business and industry knowledge.

· Sets goals and objectives based on evaluation of territory potential and matches company and divisional initiatives.

· Actively participates in sales calls and presentations; identifies goals, evaluates account needs, and designs appropriate demonstrations.

· Applies knowledge of Tivian marketing goals and objectives, Tivian applications, and marketing trends to assess account needs.

· Assumes responsibility for all activity in accounts and new revenue, both software and services, works with Tivian staff to position service solutions and leverage sales opportunities.

· Directs internal Tivian resources and partner resources, including pre-sales and post-sales services, contracts, etc. in order to reach objectives.

· Assumes consultative role in dealing with and interpreting application needs; prepares customer profiles based on needs analysis of software, applications, and user levels.

· Prepares complex quotations and proposal information as needed; works to customize quotes and proposals and to coordinate resources across divisions.

· Conducts extensive follow-up with customers to track satisfaction levels and uncover additional opportunities.

· Prepares and delivers presentations to customers at the highest level of management.

· Effectively manages business expenses.

Result expectations:

· Able to meet and subsequently exceed performance targets ensuring growth and profitability of the sales territory

· Responsible for achieving personal Annual Sales quotas.

Knowledge, skills and abilities:

· Knowledge of advanced strategic sales techniques; knowledge of hardware and/or software acquisition cycles and buying influences.

· Advanced knowledge of industry software and hardware terminology and concepts; knowledge of Tivian solutions and services preferred.

· Excellent written and verbal communication skills, strategic selling skills, skills in analyzing and evaluating territory dynamics to develop and implement a sales plan.

· Ability to initiate and lead projects; ability to work effectively in a team environment; ability to relate technical and business concepts to Tivian applications and user needs; ability to work independently and as part of a team; ability to travel on a frequent basis.

· Sought by customers as a trusted advisor to solve complex business problems.

· Demonstrated negotiation skills.

· Ability to develop relationships and work extensively at the middle management and executive level.

· Knowledge of corporate/government software and/or hardware acquisition cycles and buying influences preferred

· Outstanding Written and Verbal Communication Skills.

· Works on complex issues where analysis of situations requires an in-depth evaluation of variable factors. Exercises judgment in selecting methods, techniques, and evaluation criteria for obtaining results. Networks with key contacts outside own area of expertise.

· Determines methods and procedures on new assignments and may coordinate activities of other personnel. (Team Lead).

· Having wide-ranging experience uses professional concepts and company objectives to resolve complex issues in creative and effective ways.

Experience

· 8+ years of Human Resource experience in software and services sales, including 3 years in selling enterprise solutions.

· Demonstrated experience in successfully achieving a sales target both as an account manager

· Solutions-selling experience in any one or all of the following areas: hardware, software, or other

· Acts independently to determine methods and procedures on new or special business challenges.

· Works on significant, complex, and unique sales issues where understanding of situation requires an evaluation of business problems—often with long-term implications involving multiple corporate areas.

· Exercises independent judgment in methods, techniques, and evaluation criteria for obtaining results. Provides significant (proactive) outbound presence

· Bachelor's degree, preferably in Business, Marketing, Engineering, Computing, or other relevant disciplines.

Company Description

For 20 years, we’ve been helping our users improve their corporate effectiveness by collecting customer and employee experience data, understanding, and acting on experience data. We are innovators in our industry, moving from passive experience management to proactive intelligent experience management. We use emerging technology to offer a complete view of the employee and customer journey to help drive corporate effectiveness.