What you'll doPlanisware USA, Inc. is looking for an Account Executive to expand its business opportunities with industry Project & Portfolio Management capabilities aimed at enterprises that bring new products to market. Planisware technology includes a complete Web-based Project & Portfolio Management solution designed for organizations that are looking to enhance and optimize their innovation lifecycle. With an already strong user base in this market, Planisware is expanding its market shares thanks to a state-of-the-art, flexible and robust offering. Our account executives are responsible for:
General - Create detailed business plans to facilitate the attainment of goals and quotas.
- Sell software and services to clients and prospective clients to generate sales revenues and related contracts.
- Meet annual quota as defined by the management.
- Coordinate with management team to enhance sales presentations.
- Meet productivity metrics as per management team's directions.
- Respond timely to prospect and customers' requests.
Lead Generation - Collaborate with outbound associate account executive targeting key accounts to generate net new customers and ARR.
- Actively prospect and hunt for new opportunities both within existing accounts and net new customers. Conduct follow-up calls to prospective clients.
- Qualify prospects as per sales commission plan, budget and decision making.
- Nurture existing contacts (prospective customers /current customers).
During Software sales process (Opportunity from Qualified to Close) - Leadership and ownership of the entire sales process from pre-qualified through close and understand process.
- Coordinate all activities on the account per process (management, legal and pre-sales mostly).
- Build and document sales activities in company CRM software and document all activities.
- Define monthly objective/achievements and record them in salesforce.
- Identify and develop an in-depth understanding of each sales prospect, their buying and organizational influences, and their decision-making processes.
- Develop and put together Planisware "solution document" highlighting the key solution differentiators.
- Handle/prepare customer presentation, quotes, RFIs and RFPs.
- Offer products and services to qualified clients through demos or coordinate with sales engineering team.
- Liaise with appropriate corporate resources regarding contract terms, statements of work, master service level agreements, etc.
- Develop presentations and adapt sales collateral as necessary.
During the Implementation - Collaborate with professional services on the creation of the implementation Statement of Work.
- Prepare and engage in business development team status meetings.
- Act as a key escalation point throughout the implementation phase prior to go-live.
- Collaborate closely with the professional services director, CSM and other team members as necessary to ensure a successful implementation.
Post Software Sales - Provide professional after-sales support to enhance the customers' dedication.
- Remain in frequent contact with the clients and anticipate/understand their needs.
- Respond to concerns and resolve issues aiming to customer contentment and the preservation of the company's reputation.
While you will be responsible for achieving the sales quota, this opportunity offers a competitive base salary with uncapped earnings potential.
What is expected from you - BA/BS and 5 years minimum selling enterprise software and service solutions.
- A proven track record of lead generation and qualification, account penetration, growth, and revenue recognition.
- Proven experience in selling one of the following applications: Enterprise software, PPM software or portfolio management.
- Proven and successful sales experience at managing resources and complex, multidimensional sales effort at the customer-level and corporate environment.
- Strong written and oral communication skills.
- Willingness to travel (US and international).
- Self-motivated and enthusiastic; capable of working alone or with a team.
- US citizenship or equivalent employment authorization.
Preferred Profile - Strong interest in Project Portfolio Management
- Proven sales or pre-sales experience with other PPM software offerings.
- Solid understanding of the concepts and techniques in all or some of the following disciplines: Project & Portfolio Management, New Product Development, Agile, and Scaled Agile.
- Curious, fast learner and technology talented.
- Greater Philadelphia, Denver or San Francisco Bay Area location - other location negotiable.
Benefits - 3 weeks paid vacation
- Paid holidays
- Paid Parental Leave
- Life, short and long-term disability insurance
- Company annual kick-off trip
- 401(k) plan with company variable contribution
- Health, dental, and vision insurance
- FSA/HSA plan, including employer contribution
- Cell phone and internet allowances
- Events and Happy Hours
- Company charitable donation match
- Community outreach
- Tuition assistance program
- Graduate program
