Enterprise Sales Executive

Kyriba; Staines-upon-Thames; On-site; GBP 70,000 - 110,000; Full time

Job summary

Kyriba is seeking an Enterprise Sales Executive for the UK to own and drive the GTM strategy for the assigned territory from penetration to successful deployment. You will act as an entrepreneur with Kyriba resources, responsible for meeting and exceeding bookings goals while shaping the customer conversation and value proposition.

You will penetrate new accounts, build relationships with key targets, and collaborate with partners to articulate Kyriba's value.

Qualifications

• Direct enterprise sales experience.
• Fluency in English.
• Proven track record of meeting or exceeding sales quotas.
• Ability to build relationships with CXO-level clients.
• Strong communication and presentation skills.

Responsibilities

• Penetrate new accounts and radiate new business within the territory.
• Provide insights to customers to shape commercial conversations.
• Develop and grow relationships with key target accounts.
• Represent Kyriba and our solutions to clients.
• Negotiate with customers and partners to define sales approaches and plans.
• Differentiate Kyriba offerings from competitors to create customer preference.

Skills

Enterprise sales

Challenger selling

Relationship building

Negotiation

CXO engagement

Education

Bachelor's degree in business & management / related field

Job description

About the role:

As an Enterprise Sales Executive for the UK, you will be responsible for selling into and radiating within assigned territory. You will be responsible for managing the entire GTM for your territory from penetration through successful deployment. You are accountable for consistently meeting and/or exceeding assigned booking goals.

In this position, you will be like an entrepreneur developing your own business with more resources.

What you’ll do

• Penetrate new organisations / accounts and radiate new business
• Provide insight to the customer as the basis of the commercial conversation, teaching customers something new/valuable about how to compete in their market
• Work with Kyriba’s partners to generate Kyriba value propositions.
• Develop and grow relationship with our key target accounts within your territory
• Responsible for representing Kyriba and our solutions and services
• Responsible business conduct within assigned territory: in-depth understanding of the account’s strategies
• Initiate selling activity where no relationship team or business partner is involved
• Analyse situation and implements solutions, or develops new approaches
• Effectively differentiate Kyriba’s offerings from competitive alternatives and create customer preference for Kyriba offerings, based on that differentiation.
• Negotiate with team members and business partners to define approaches and goals, especially as it relates to designing solutions to meet customer needs or defining sales action plans
• Effectively negotiate with multiple levels of customer management, resulting in successful closing of the sale.
• Develop business and sales strategies for communicating new developments or announcements in the specialty to client teams.

Qualifications

• Direct enterprise sales experience.
• Personable, engaging and motivated, driven to make a difference.
• Able to push the customer’s thinking to quickly gain credibility and build a strong relationship based on adding value.
• Able to use strong two-way communication skills along with a deep understanding of customers’ businesses to push their thinking and direct the selling conversations (The Challenger Sale)
• Ability to persuade and influence, using appropriate interpersonal styles and communication methods to gain acceptance of thoughts, plans, activities, services and products.
• Success in a sales environment and domain expertise in related industry with a Customer-focus
• Strong track record of sales quota achievement and pipeline generation.
• Business development skills as well as a strong understanding of how software deals are transacted.
• Ability to build strong relationships with CXO Clients based on reliance & expertise
• A charismatic team player, with the proven ability to be part of a high-performance organisation / team.
• Minimum of Bachelor's Degree in business & management / related field or equivalent experience
• Fluency in English