Account Executive

Mercy Corps; United Kingdom; On-site; GBP 40,000 - 60,000; Full time

Job summary

A leading company is seeking an experienced Account Executive to drive sales of OneStream SaaS solutions in the UK. The role demands a proactive approach to manage existing relationships, while identifying new sales opportunities and exceeding quota expectations. Ideal candidates will have extensive B2B sales experience and a strong customer service orientation.

Benefits

Multiple training opportunities

Strong culture and camaraderie

Transparency around corporate structure

Qualifications

• Minimum 3-5+ years' experience in B2B sales.
• Proven track record in hitting sales quotas.
• Experience working with C-level customers.

Responsibilities

• Proactively identify new sales opportunities within existing customer base.
• Drive upsell and cross-sell opportunities.
• Prepare proposals and SaaS agreements.

Skills

Negotiation skills

Customer service experience

Communication skills

Organizational skills

Consultative selling

Education

University Degree or College Diploma in Sales, Business Administration, Marketing or a related field

Tools

Salesforce

MS Office Suite

CRM systems

Job description

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The Account Executive is responsible for the sale of OneStream SaaS solutions within a specified territory.
OneStream is looking for an experienced, proactive sales professional to manage and grow existing customer relationships through subscription renewals and expansion, uplifts and cross-selling of additional solutions. The role will be responsible for strategic planning and account management across a designated sales territory and will be expected to take full ownership within this territory. The role requires Account Executive to successfully retain and grow the existing solution footprint and meet and ideally exceed your quota. The ideal candidate will have a strong understanding of SaaS sales and a proven track record in sales within an existing account base.

Primary Duties & Responsibilities

• Opportunity Identification: Proactively identify new sales opportunities within the existing customer base by understanding their evolving needs and challenges and OneStream’s value proposition.
• Upselling and Cross-Selling: Introduce additional products or services that meet the evolving needs of our customers, driving upsell and cross-sell opportunities.
• Internal Reporting: CRM knowledge transfer, sales pipeline management, and proposal preparation.
• Self Sourced Pipeline: Grow pipeline via direct efforts / prospecting, as well as via business partners such as Customer Success, Business Development, Marketing, and Alliances.
• Be Business Partner to your Customers: Provide proactive and consultative guidance that will add value to their business objectives, ensuring high retention and net revenue growth for OneStream. This is executed by developing a thorough understanding of your customers' position in the market, their product/service, points of difference and competitive landscape.
• Position OneStream: Articulately and effectively convey the OneStream value proposition via written, virtual and in-person presentations, by leveraging custom business cases, marketing assets and customer success stories.
• Enable your Customer Champions: Prepare joint business cases that align prospects’ and customers’ business objectives with OneStream’s solutions and value proposition and leverage them in sales cycles to establish and build alignment to support revenue generation. Achieve sales targets.
• Develop and execute business plans to achieve sales targets.
• Accurately track and forecast sales opportunities.
• Grow pipeline via direct efforts / prospecting, as well as via business partners such as Customer Success, Business Development, Marketing, and Alliances.
• Ensure timely and accurate knowledge transfer across internal teams, such as Business Development, Pre-Sales, Alliances, and Customer Success, as well as to external collaborators such as Customers, Prospects, and Alliance Partners.
• Assess prospects’ and customers’ needs for OneStream offerings via research, discovery sessions and solution demonstrations.
• Prepare joint business cases that align prospects’ and customers’ business objectives with OneStream’s solutions and value proposition and leverage them in sales cycles to establish and build alignment to support revenue generation.
• Prepare proposals and SaaS agreements to prospects and customers to drive sales. · Identify opportunities for OneStream use case expansion within customer accounts to drive additional revenue. · Develop comprehensive proposals in response to client and prospect request

Required Education & Experience

• Minimum 3-5+ years’ experience as a sales manager, sales representative or a related occupation specifically in B2B
• selling across the Enterprise accounts. Candidates with less years of experience but strong business development skills will also be considered..
• Proven track record in hitting quota and retention targets
• Organized, detail-oriented with the ability to prioritize and respond quickly.
• Negotiation skills as it relates to renewals, upsell, cross-selling and additional solution add-ons.
• Highly proficient in MS Office Suite, and CRM systems.
• Experience working in a consultative capacity with C-level customers on complex SaaS solutions.
• Extensive customer service experience in assessing and evaluating customer needs and satisfaction and meeting specified standards with respect to products and services.
• Exceptional oral and written comprehension, communication and presentation skills.
• Experience demonstrating, promoting, and selling products/services.
• Knowledge and experience with marketing/sales strategy and tactics.
• Knowledge of administration, business, and management principles.
• Experience with MS Office and SFDC, and other analytical or project management tools.
• Extensive experience working in a team environment.
• Track record of exceeding revenue goals.

Preferred Education & Experience

• University Degree or College Diploma in Sales, Business Administration, Marketing or a related field
• Prior sales experience in the software industry, especially within the CPM/EPM industry.
• Experience with Salesforce is preferred.
• Working knowledge of Accounting, Finance and Corporate Performance Management

Knowledge, Skills & Abilities

• Professional.
• Strategic.
• Capable of building rapport with C-level executives and customers.
• Highly organized.
• Tech-savvy.
• Ability to understand and react to customer needs.
• Willingness to travel.
• Flexible and adaptable.

Who We Are

Why Join The OneStream Team

• Transparency around corporate structure, salary, and benefits.
• Core value of customer success.
• Variety of project work (not industry specific).
• Strong culture and camaraderie.
• Multiple training opportunities.

All candidates must be legally authorized to work for any company in the country where this position is located without sponsorship.