Enterprise Account Executive

Onclusive; Greater London; On-site; GBP 60,000 - 90,000; Full time

Benefits offered by this job

Competitive salary

Hybrid working

Wellbeing & work-life balance

Job summary

Onclusive, a world-leading media intelligence company, seeks a driven seller to grow revenue from existing clients while promoting its expanding service range. You will manage a healthy pipeline, target net-new logos, and cross-sell across Traditional and Social Monitoring, Insights, and GEO Analytics.

You will develop senior-level client relationships, deliver product demonstrations, and guide prospects through the sales process, collaborating with marketing and Solutions Consultants to close

Qualifications

• 3+ years experience in managing revenue growth through Solution sales and new business development.
• Solid experience in B2B Sales and experience using the MEDDPIC sales methodology is a huge plus.

Responsibilities

• Identify and generate new opportunities through channels to net-new logos and cross-sell within existing customers.
• Maintain a full pipeline and consistently meet monthly sales targets in designated territory/sectors.
• Explain the value proposition across Onclusive services (Traditional & Social Monitoring, Insight, Media Database, Distribution, Forward Planner, GEO Analytics).
• Develop and maintain senior-level relationships with prospective PR & Communications clients to progress deals.
• Provide expert guidance on copyright, best practice, and industry expertise during the sales process.
• Lead lead generation, product demos, negotiations, and close in collaboration with marketing and Solutions Consultants.
• Handover new clients to Expansion and Customer Success teams for a smooth transition.
• Maintain and update CRM with interactions, progress, and deal status.

Skills

Solution sales

B2B sales

MEDDPIC

Pipeline management

Negotiation

Relationship building

Communication

Job description

About Us:

Onclusive is a world leader in media intelligence technology and services dedicated to supporting PR, Communications and Marketing professionals. We deliver leading-edge innovation, human expertise, and unmatched media reach in a suite of media management, monitoring and analysis solutions that support every stage of the communications cycle. Our unified platform and services enable our customers to make fast, accurate, data-driven decisions about their communications and marketing strategies, allowing them to prove and improve their value.

About the Role:

The primary responsibilities of the role are to grow and maintain revenue and product streams from existing clients by building an awareness of the expanding Onclusive service range through appropriate sales and promotional activity.

Your responsibilities:

• Identify and generate new opportunities through various channels, targeting net-new logos and cross-sell within the existing customer base.
• To consistently meet and exceed monthly sales targets by building and maintaining a full pipeline of new business opportunities from a designated territory / sectors.
• To have an in-depth knowledge and ability to effectively communicate the value proposition and benefits of the Onclusive portfolio of services (Traditional and Social Media Monitoring, Insight, Media Database & Distribution, Forward Planner and GEO Analytics) in order to provide an effective solution for prospective clients.
• To develop and maintain senior level relationships with prospective PR & Communications clients during the sales process, maintaining regular, pertinent and helpful contact with the prospect throughout the process to close.
• Provide expert advice and guidance to the prospective client on related subjects such as copyright, best practise, industry expertise, etc.
• Utilising core sales techniques where appropriate e.g. lead generation, sales presentations to senior PR Directors, product demonstrations, managing trial process, proposal writing, negotiation and closing business.
• To effectively collaborate with different internal teams - e.g. Onclusive marketing teams to follow up on leads generated through campaigns, events, and other initiatives or Onclusive Solutions Consultants.
• Lead a thoughtful and comprehensive handover of new clients to colleagues in the Expansion and Customer Success teams, ensuring a superior customer experience.
• Manage and update the sales pipeline, keeping accurate records of customer interactions, progress, and deal status in the CRM system (Salesforce)
• Where appropriate, provide domain-specific expertise to support your colleagues to sell your specific offering to the Marketing Buyer in your target accounts

Who you are:

• At least 3 years experience in managing revenue growth through Solution sales and experience in new business development.
• Solid experience in B2B Sales and experience using the MEDDPIC sales methodology is a huge plus.
• Passion, self-motivation, tenacity and financially driven are characteristics that would suit this role.
• Ability to demonstrate a sound knowledge of the sales cycle and ability to create a pipeline of profitable business - for example, develop and understand the relevant metrics and conversion rates between pipeline stages to ensure you consistently meet, and beat, monthly, quarterly and annual bookings targets.
• Good negotiation skills and have the ability to think on your feet if paramount for this role.
• You will have a hard-working attitude, be a self-starter and have a “can do” attitude.
• You will have a high level of interpersonal, influencing and team working skills. Excellent communication and collaboration abilities, capable of working effectively across functions.

What we offer:

We are a global fast growing company which offers a variety of opportunities for you to develop your skill set and career. In exchange for your contribution, we can offer you:

• Competitive salary and benefits
• Hybrid working in a team that is passionate about the work we deliver and supporting the development of those that we work with
• A company focus on wellbeing and work life balance including initiatives such as flexible working and mental health support

We want the best talent available, regardless of race, religion, gender, gender reassignment, sexual orientation, marital status, pregnancy, disability or age.