Enterprise Account Executive

4 days ago

New York, New York, United States Unily Full time
About the Role

We are seeking an experienced Enterprise Account Executive to join our sales team at Unily. As a key member of our team, you will be responsible for driving new business opportunities and expanding our customer base.

Key Responsibilities
  • New Business Development
    • Identify and pursue new business opportunities through lead generation, social networks, and industry events.
    • Develop and execute lead generation programs in conjunction with our marketing department.
    • Build relationships with key partners, such as Microsoft, to drive new business opportunities.
  • Sales to Enterprise Clients
    • Build and maintain relationships with senior stakeholders at large organizations.
    • Understand and navigate the complexities of the decision-making process.
    • Differentiate between supporters and detractors and address each accordingly.
    • Understand and exploit the customer buying process.
    • Actively demonstrate knowledge of the competition to position Unily as a trusted advisor.
  • Solution Knowledge
    • Have a deep understanding of all Unily capabilities and be able to effectively articulate the business value.
    • Engage Unily Consultants to best serve the customer.
  • Communication
    • Investigate client needs through direct engagement.
    • Deliver clear and concise presentations that demonstrate differentiation and knowledge of our products and services.
    • Emphasize key concepts and gain agreement on actionable next steps.
    • Assist in generating relevant project contracts, including responding to RFPs and creating proposals.
  • CXO Engagement
    • Overcome barriers designed to protect senior management from vendors.
    • Interact with decision makers, including CXOs, demonstrating gravitas.
    • Understand the roles of all parties involved in a negotiation and their tactics, vision, motivation, sensitivities, and intentions.
  • Negotiation
    • Exude confidence and gain trust.
    • Remain professional under pressure and demonstrate responsible decision making.
    • Diffuse conflict in ways that create additional value and lead to new opportunities.
    • Understand the roles of all parties in a negotiation and anticipate their perspectives.
    • Make sound business decisions based on experience and understanding of the situation.
  • Building Relationships
    • Build effective relationships and collaborate with peers, managers, and co-workers across Unily.
    • Openly communicate and provide timely feedback and share ideas with the team.
    • Maintain a high level of professionalism and represent Unily as an industry leader.
  • Achieving Revenue Targets
    • Maintain accurate and up-to-date forecasts.
    • Regularly communicate updates, including material changes to forecast.
    • Be prepared to reach out when support is required.
    • Drive for results and focus energy on high-value and profitable opportunities.
    • Own the sales process from initial contact through closing and hand off to the CSM.
    • Utilize the Salesforce platform to track all pertinent information related to the opportunity.

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