Description
SS&C is a global provider of investment and financial services and software for the financial services and healthcare industries. Named to Fortune 1000 list as top U.S. company based on revenue, SS&C is headquartered in Windsor, Connecticut and has 20,000+ employees in over 90 offices in 35 countries. Some 18,000 financial services and healthcare organizations, from the world's largest institutions to local firms, manage and account for their investments using SS&C's products and services.
Job Description
Who we are looking for
We are seeking a seasoned and experienced Enterprise Client Sales Executive who is first and foremost a “Seller” and a “Closer” with high-energy, self-motivation and personality, to represent SS&C Blue Prism in a selection of our large enterprise clients. A deal maker.
Managing your account portfolio as a business with a solid understanding at forecasting opportunity closures using recognised sales methodologies and best practices is essential. Strong presentation skills and, at least close to power-user, competency at PowerPoint, Excel, Outlook and Word are must-haves. As is a degree from an Australian or New Zealand University.
A minimum 5+ years' experience in an enterprise software sales role would be an advantage.
Please bear in mind that this is a new business development sales role critical to the successful execution of our business expansion plans across Australia and New Zealand in 2023 and 2024.
What we are not looking for
• Someone who waits for the order to come to them
• A procrastinator, looks for direction, waits to be told what to do next, conventional thinker, shy
• Tactical thinking order taker
• A farmer
• A “relationship” seller
The Opportunity
This is an opportunity to take on a big challenge and make something of it for yourself. Our technology is proven and across a market that is open for its adoption. Intelligent Automation, and Robotic Process Automation (RPA), is an exciting Enterprise Software category still to be fully utilised across large enterprises – simply because the possibilities are endless! Our larger clients are only at 10% of their full capability. The challenge is yours to make the most of with the skills you bring to the business and take them all the way.
Corporate Software Sales Executive Responsibilities:
• Establish, engage (cold call), build, and maintain account relationships by following a self-developed Account Plan incorporating a value proposition aligned to the target client's business, operational structure, with potential sales opportunities based on industry use cases.
o Organise and conduct client meetings, presentations, and workshops.
o Entertain clients within the SS&C Blue Prism corporate guidelines as part of your engagement and coverage plan.
o Support and network trade shows, industry, and client events.
o Work with Solutions Consultants, Professional Services, Industry Experts, Chief Technology Officer, Business Partners, and SS&C Executives to create an Account or Pursuit team on opportunities.
o Work with Marketing, Partner Managers and Business Partners to create and contribute to Customer and Industry events that build branding and pipeline for your own business.
o Create and present client proposals (software solution, pricing, services plan and commercial terms).
o Help in the hand-over of solutions/projects from Sales to Professional Services and Business Partners.
• Manage your sales opportunity pipeline – progress and forecast sales opportunities to closure using the SS&C Blue Prism methodology, validation framework (MEDDICC) and CRM toolset.
• Maintain your professional and technical knowledge by successfully completing product, sales and compliance training required to effectively execute this business function.
• Prepare and present an annual business plan and provide outcomes and updates to the plan to management at each Quarterly Business Review (QBR).
• Work with Marketing, the broader Sales Team and management to successfully execute on your annual business plan.
• Must be able to travel 30% both domestic and international.
What we require from you
• 10+ years' of sales experience, of which 5 years involved a complex solution sales process
• Proven track record of success driving revenue through discovering, prospecting and creating new business
• Experience selling to companies with over 10,000 employees is essential
• Aptitude to sell at senior level managing complex transformational deals
• Superb relationship building skills are a must - a range of influencers are involved in successful RPA sales - within the target accounts themselves, influencing partners and of course internal Blue Prism resources needed to support client activities
• Strong background in new business sales with a demonstrable track record of success for clients
• Background in a consultative sales environment with an excellent understanding of complex solution sales cycles and proven experience in successful solution selling
• Experience of or ability to sell more to the business and develop the business case for IT
• Inquisitive and tenacious at finding new opportunities and extending the value of your accounts/portfolio
• Credible at both executive and operational levels, with the ability to develop long-term relationships
• Will be used to carrying a large quota, have strong organisational skills
• Will have a ruthless focus on results - pipeline generation, revenue and profit, with the ability to lead and inspire others in your ecosystem
• Excellent communicator, both written and verbally
What you will need for Success in this Role
To be successful in the role as Senior Enterprise Sales Executive role you have to be;
• Sales-driven and a fast-moving person with a strong customer focus.
• You are passionate about creating a value for your customers, which ultimately leads to profitable business for both.
• Able to identify the right decision makers and influencers as well as the courage to ask the right, wrong and even silly questions.
• Excellent at communicating in the right context, across all levels, and towards a focused outcome; i.e. not waste the client's or you own time. You know what to say and more importantly, how to say it.
• Confident in what we do and not stop at anything to deliver on your goals.
• Determined to be best at what you do and know how to draw the best out of your colleagues.
Education, Experience, and Licensing Requirements:
• Bachelor's or master's degree with a concentration in marketing, promotions, advertising sales, or business administration preferred
• At least five (5) years of industry sales experience
• One to three years of management experience
• Strategic leadership ability
Unless explicitly requested or approached by SS&C Technologies, Inc. or any of its affiliated companies, the company will not accept unsolicited resumes from headhunters, recruitment agencies, or fee-based recruitment services. SS&C offers excellent benefits including health, dental, 401k plan, tuition and professional development reimbursement plan. SS&C Technologies is an Equal Employment Opportunity employer and does not discriminate against any applicant for employment or employee on the basis of race, color, religious creed, gender, age, marital status, sexual orientation, national origin, disability, veteran status or any other classification protected by applicable discrimination laws.
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