Enterprise Account Executive

2 weeks ago

Boston, United States Redwood Software Full time

Important: We have been made aware that individuals are posing as Redwood recruiters in an attempt to deceive candidates into sharing personal information. Redwood employees will only contact you from an “@redwood.com” email domain. If you have questions or suspect an email is fraudulent, please contact us at

recruitment@redwood.com

. OUR MISSION At Redwood Software we unleash human potential. We empower our customers with lights-out automation for their mission-critical business processes. Redwood Software is the leader in full stack automation for mission-critical business processes. With the first SaaS-based composable automation platform specifically built for ERP, we believe in the transformative power of automation. Our unparalleled solutions empower organizations to orchestrate, manage and monitor their workflows across any application, service or server – in the cloud or on premise – with confidence and control. CORE VALUES One Team. One Redwood. Make Your Own Weather Obsess over Customer Success Work the Problem Be Curious Own the Outcome Respect Each Other YOUR IMPACT As an Enterprise Account Executive, you will be responsible for driving new Workload Automation Sales across the North American region. At Redwood, we know our Sales Playbook and are prescriptive about how to evaluate our offerings. You’ll need to have your partner hat on - as Redwood finds itself at the center of transformative projects driven by Global Systems Integrators and Strategic Software partners like SAP, Microsoft and Amazon Web Services (to name but a few). You will be focused on securing critical new business wins by identifying Fortune 1000 organizations going through The Great Replatforming of key business applications. You will be a trusted advisor helping prospective customers find compelling solutions for their problems, structuring evaluations, negotiating pricing, navigating technical conversations and closing deals. The Redwood Enterprise Account Executive will be responsible for: Selling new Workload Automation multi-year software subscriptions and associated Professional Services within the Redwood Software portfolio. Executing against our Sales Playbook with Elite selling skills and customer engagement Leveraging The MEDDPICC qualification methodology for building predictability and quality into our inbound funnel of opportunities Conducting Discovery calls with clients to understand their business challenge and create compelling propositions for change. Orchestrating demonstrations of Redwood software and answering the questions of a demanding technical audience Structuring and executing Evaluations of Redwood’s Software solutions. Delivering proposals and negotiating terms through the legal / procurement process to secure new logo customers Engage meaningfully about our solutions with mid-level and senior management. Collaborate with internal team members, including Solution Engineers, Customer Success, Professional Services and Executive Leadership Attend forecast calls and perform pipeline analysis to validate forecast accuracy. Manage opportunity assignments in the CRM system (SFDC) Develop and nurture relationships with key SAP sellers in your target market. YOUR EXPERIENCE & SKILLS 5+ years of experience selling software or SaaS in a B2B environment. Proven track record of exceeding sales targets Experience with CRM tools such as Salesforce and Clari Experience with MEDDPICC or similar methodology for qualifying and developing sales opportunities. Strong written and verbal communication skills, especially with technical topics Excellent presentation skills Elite negotiation skills Strong Strategic thinker; able to formalize strategies and solutions with clients. You collaborate with your clients to build mutual action plans - and then show your expertise in helping to drive them. Curiosity about how our prospective clients run their business and what challenges they face in the area of IT Automation

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