91ºÚÁϱ¬ÁÏ

Job Overview

Come join one of the fastest-growing business units at 91ºÚÁϱ¬ÁÏ. We are not your typical sales organization. Nothing is more important to us than the success of our customers, which is why we are investing in the growth of this vital piece of our ecosystem. We are problem solvers, strategic thinkers, solution seekers, and consultative experts who use the latest tools and technology to solve our customers’ most important problems. The solutions we present to each client are backed by collaborative cross-functional teams. We serve customers by finding more ways to put more money in their pockets, eliminating work and drudgery so they can focus on their lives and what matters to them, and ensuring that every financial decision that they make, they make it with confidence.

That means we won’t simply sell products — we consult and listen deeply to understand our customers’ business needs. As part of 91ºÚÁϱ¬ÁÏ’s Sales organization, every day presents an opportunity to evolve, grow your careers, and unlock your potential.

We are looking for an experienced and successful Account Director / Enterprise Account Executive to take on this integral role. You will own the client relationship and commercial engagement identifying, nurturing and executing the sale of cloud-based solutions and services to our large Accounting and bookkeeping firms across the globe, facilitating senior-level engagements, and positioning bold propositions, to deliver high-value long-term evolving services, through a commercially collaborative approach.

The successful candidate needs to be highly results-driven and demonstrate strong commercial acumen with excellent new business development skills, as well as the rigorous application of process and procedure; including active use of the Salesforce CRM system. The successful candidate must also demonstrate a strong orientation towards value-based selling and robust stakeholder engagement planning.

We are seeking an individual who is passionate about solving clients’ business problems and exceeding targets, at the same time as possessing a hunter-like sales mentality to discover opportunities for growth and new revenue both within these existing relationships and new ones. Candidates should have a demonstrable track record of consistent target over-achievement and strong experience with building champions within complex organisations

Responsibilities

• Accelerate Pipeline generation of high value accounts by building a portfolio of new business opportunities utilising a combination of outbound selling techniques.
• Drive Pipeline development through a combination of cold calling, email campaigns and market sector knowledge/intelligence.
• Ensure strong customer retention of all newly acquired accounts through ongoing customer engagement strategies.
• Personally lead, manage, and run the sales process, bringing in additional team resources as required.
• Produce professional and compelling material to support the sales process (such as presentations, proposals, ad-hoc communications, and internal briefings)
• Drive relationships with key contacts to develop commercial relationships that lead to a deep understanding of clients' existing needs and future requirements. Demonstrate a knowledge of the current market and industry trends, emerging technologies and competitors in this sector
• Sell high-ROI software solutions to C-level stakeholders, navigate complex sales cycles, build consensus across multiple business units and successfully drive sales processes to close
• Identify and build opportunities to grow your business, applying a methodical, strategic, detail-oriented planning approach
• Partner with internal stakeholders and clients to deliver a joint strategic plan to enable the client to achieve success

Qualifications

• 10 years sales experience with a minimum of 5 in a Key Accounts or Enterprise AE role selling multi product SAAS solutions to national or high value accounts.
• A proven track record of consistently over-exceeding quarterly and yearly sales goals in a large geographic territory.
• Entrepreneurial - a results-oriented professional who is commercially driven and customer-obsessed, with the strategic ability to drive business forward.
• Communicator - someone with strong gravitas who demonstrates credibility and confidence. The ability to effectively communicate and influence all levels.
• Highly commercial with strong negotiation skills. Experience includes evidence of developing and enhancing complex or multifaceted customer relationships to deliver incremental value and revenue.
• Analytical in approach with excellent reporting and presentation skills. The ability to interpret data and use a basis of strategic direction and uncovering new opportunities.
• Execution - ability to oscillate between thinker and doer while effectively working between pipeline generation and movement. Proven ability to map out accounts and align further strategic solutions to solve business problems for the client.
• Customer Obsession - someone who is empathetically curious about the customer, and genuinely wants to ease their pain points with 91ºÚÁϱ¬ÁÏ solutions.
• Methodology - Experience in value-based selling and qualified in sales methodology, SPIN, Challenger, Miller Heimanas
• Industry acumen - Sophisticated knowledge and understanding of the accounting profession.
• Collaborator - A true team player that believes in a stronger together approach and has the ability to align people together to achieve the goal both within the client account and at 91ºÚÁϱ¬ÁÏ.

Innovate and Simplify: It's not our Customers' job to innovate for themselves. That's our job. They have their own jobs and their own customers who they should be innovating for.                  

• Challenges "the way it has always been done", open minded                                                                                    
• Identifies opportunities to increase efficiency and simplicity

Earn Trust: Leaders trust others on their team and across the organization to delegate effectively and earn trust in others through sound decision-making/judgment.                                                                                                                           

• Inspires the confidence and trust of others                                                                                    
• Maintains a high standard of personal integrity                                                                                    
• Delivers on commitments

Dive Deep - Leaders operate at all levels, stay connected to the details and audit frequently and deeply. No task is beneath them.                                                                          

• Clearly defines complex issues despite incomplete or ambiguous information                                                                                    
• Identifies underlying issues and root causes of problems                                                                                    
• Weighs up pros and cons of different solutions

Ownership/Win Together - Leaders are empowered to respectfully challenge the decisions and directives of other owners, especially when those decisions and directives conflict with our mission and values.                                                                                                             

• Understands what is business critical                                                                                    
• Focuses on what is best for the business                                                                                    
• Respectfully challenges decisions of others
• Influences effectively across cross-functional teams and works collaboratively to deliver results and “win together”.              

Deliver the Right Results- Leaders keep their teams focused and motivated in order to deliver the right results. Despite setbacks, they maintain focus, rise to the occasion and never settle.                                                 

• Set and communicate the “critical few” priorities for the business                                                                                    
• Hold individuals accountable for both what they do and how they do it                                                                                    
• Monitors and communicate progress frequently

Be Bold - Leaders create and communicate a bold direction that inspires results. They think differently, take risks, challenge others to do the same, and champion visionary ideas.                                                                                                                    

• Creates strategies to balance short-term requirements with long- range business plans                                                                                    
• Considers industry, market, and other external business factors when making bold bets and decisions                                                                                    
• Creates an environment that encourages innovation and calculated risk taking

Be Decisive - Leaders are decisive and garner respect from their teams as a result. They’ve got strong business judgment and good instincts that inform their decisions that are always in the company’s best interest.

• Makes decisions based on strong business logic, rationale and judgment                                                                                    
• Drives toward problem resolution despite ambiguity or uncertainty                                                                                    
• Makes timely decisions, balancing analysis with decisiveness