Enterprise Account Executive

Planisware; Manchester; On-site; GBP 70,000 - 110,000; Full time

Benefits offered by this job

Enhanced pension

Travel insurance

Company trips

Weekly French lessons

Health insurance after 2 years

Job summary

Planisware, headquartered in Paris with a growing UK & Ireland presence, seeks two Enterprise Account Executives to drive growth from its Manchester base, with offices in London or Ireland. You will own the full sales cycle, developing relationships with senior stakeholders and expanding Planisware’s footprint across UK & Ireland.

You will qualify prospects, coordinate with SDRs, and win new business against incumbents, delivering compelling demonstrations and formal proposals.

Qualifications

• BA/BS desirable and/or 5 years minimum selling enterprise software and service solutions.
• Proven track record of lead generation and qualification, account penetration, growth, and revenue recognition.
• Proven experience selling PPM/SPM or Portfolio Management software.
• Experience managing complex, multi-dimensional sales efforts at customer and corporate level.
• Established UK & Ireland enterprise market network with opportunities to bring to role.

Responsibilities

• Establish Planisware as a recognised name in the market through meetings, events and networking.
• Prospect and hunt for new opportunities with SDR support.
• Lead end-to-end sales process from qualification to close, coordinating all activity.
• Develop deep understanding of each prospect's buying influences and decision processes.
• Present to senior executives and build trusted-advisor relationships.
• Win accounts from incumbents with a strong case for change based on capability and outcomes.
• Prepare quotes, RFIs/RFPs and Planisware solution documents.

Skills

Enterprise software sales

Lead generation

Account penetration

Executive relationships

Education

BA/BS degree

5 years enterprise software sales

Tools

CRM

Job description

Office-based in either London or Ireland · Full time · Competitive base salary with uncapped earnings potential

Planisware is looking for 2 Enterprise Account Executives. These roles will be office-based in either London or Ireland, with occasional international travel.

Our focus is web-based Project & Portfolio Management & Strategic Portfolio Management Software, designed to help organisations improve their Engineering PPM, New Product Development and IT PPM as 3 examples.

Headquartered in Paris, with a strong and growing user base across Europe and the USA, Planisware is now expanding its reach more formally in the UK & Ireland, via its office in Manchester, UK.

This is an opportunity to further build a market. You will be an established and fast-growing UK & Ireland business.

The Enterprise Account Executive is responsible for further building Planisware’s brand & network presence in the UK & Ireland and winning new business. You will own the full sales cycle, following the proven direction we have within the UK team, develop relationships with senior stakeholders in target organisations, and compete for accounts currently served by established local and international PPM and SPM providers. You will be responsible for meeting an annual quota.

What you'll do

Reporting into the Sales Director for the UK & Ireland, your responsibilities will include:

Establish further Planisware as a recognised and trusted name in the market, representing us at customer meetings, industry events and networking forums.

Actively prospect and hunt for new opportunities, working alongside a dedicated Sales Development Representative to generate net new customers and ARR.

Qualify prospects against RANT criteria mainly (Requirement, Authority, Need & Timeline), authority and decision-making process, and nurture your network of contacts across our priority sectors. You’ll have an SDR supporting this activity.

Take leadership and ownership of the entire sales process, from pre-qualified through to close, coordinating all activity on the account.

Identify and develop an in-depth understanding of each sales prospect, their buying and organisational influences, and their decision-making processes.

Develop trusted-advisor relationships with key stakeholders and executive sponsors and give sales presentations to senior executives.

Compete for and win accounts held by incumbent providers, building a compelling case for change based on capability, outcomes and long-term fit.

Produce the Planisware solution document highlighting key differentiators, and prepare customer presentations, quotes, RFIs and RFPs.

Deliver product demonstrations, and/or coordinate with our sales engineering team to do so.

Oversee contract negotiations and terms, statements of work and master service level agreements, liaising with the appropriate corporate resources.

Build and document all sales activity in our CRM, defining and recording monthly objectives and achievements, and providing accurate forecasts and reports on account status.

Collaborate with Professional Services on the implementation Statement of Work, and act as a key escalation point through to go-live.

Work with cross-functional teams across Planisware – pre-sales, professional services, product and marketing – to ensure successful implementation and customer success.

Provide professional after-sales support, remaining in frequent contact with clients, anticipating their needs and resolving issues to protect customer satisfaction and our reputation.

Feed market research, competitive intelligence and suggestions for improvement back to management, and contribute to the Irish commercial, partner and recruitment strategy as the business grows.

Our priority sectors include pharmaceuticals and life sciences, FMCG, financial services, public sector and government, along with aerospace and defence, engineering, construction and manufacturing, and energy and infrastructure.

Required Qualifications

BA/BS degree desirable and/or 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: PPM/SPM software, or Portfolio Management software.

Proven and successful sales experience at managing resources and complex, multidimensional sales effort at the customer level and corporate environment.

An established network within the UK & Ireland enterprise market, with relationships and opportunities you can bring to the role.

Strong written and oral communication skills, and the credibility to represent Planisware at executive level.

Self-motivated and enthusiastic; capable of working alone or with a team.

Willingness to travel within Ireland and the UK, with occasional international travel.

Based in either London or the Republic of Ireland, with the right to work in the relevant location & visibility of a P60 or equivalent to prove prior earnings.

Preferred

Experience opening a new market or territory, or of winning business against an established incumbent.

Experience in the area of new product development, research & development management, resource management and project control and engineering solutions.

A solid understanding of Project & Portfolio Management, New Product Development, Agile and Scaled Agile.

Previous experience working in a fast-paced, emerging organisation, and selling at the executive level.

A sound appreciation of Innovation and Technology Management. Curious, a fast learner and comfortable with technology.

What we offer

You will be eligible to join other non-contractual benefits during your employment of:

• Enhanced pension contribution (after 3 months) – operated through a salary sacrifice scheme:

The minimum contribution from both you and Planisware is 5% of your base salary.

After 2 years of service, Planisware will match your contribution up to a maximum of 10% of base salary.

• Travel insurance for all business travel
• Company kick off trip and regular social events
• Access to weekly French lessons
• Health Insurance available after 2 years service.
• Private dental/vision insurance alongside health cash plan available after 2 years service
• Life and critical illness insurance available after 2 years service
• Income protection insurance available from the April following your first full year of employment and once you have successfully passed your probation period.
• Cycle to Work Scheme available after 2 years service

Please note that we are unable to offer visa sponsorship for this position.

Planisware is an equal opportunities employer. We welcome applications from all qualified candidates and are committed to building an inclusive and diverse team.