Enterprise Sales Executive – UKNE

Cast; United Kingdom; Remote; GBP 40,000 - 80,000; Full time

Job description

BACKGROUND:

CAST is the global market leader in Software Intelligence, spending over two decades defining the industry. The same way that Google has become a verb, tied to accessibility of information and ease of use, CAST is the same thing for our client’s ability to pull knowledge from their application’s architecture and code.

CAST’s platform allows technology leaders to make informed decisions based on automated and subjective insights that are pulled from their custom code. Whether it is to help understand the risk of a target company’s software that is looking to be acquired or to accelerate development/modernization of code internally, CAST gives our clients the ability to make a paradigm shift in how they look at software.

CAST has successfully built long-lasting relationships with Global 2000 enterprises and established strategic partnerships with leading Global System Integrators (GSI’s), Cloud Service Providers (AWS, Microsoft, Google), and advisory Firms.

Backed by nearly $200 million in R&D, CAST is strategically expanding and scaling its business across the UK, Nordics, and Benelux.

ROLE MISSION:

To directly contribute to the region achieving significant double-digit recurring revenue growth by securing new logo account wins across their territory/sector.

OUTCOMES:

1. Drive accurate and qualified pipeline growth.
2. Leverage internal resources, marketing, and prospecting tools to support outbound prospecting activity.
3. Proactively identify and develop well-qualified opportunities using a consistent methodology such as MEDDIC to identify economic buyer, champions, and decision-making criteria.
4. Consistently maintain a high conversion ‘next action’ driven pipeline in CRM.
5. Effective multi-stakeholder engagement.
6. Build relationships across customer stakeholders, up to C-level, and from functions that may include IT, enterprise architecture, operations, legal, and procurement.
7. Work with our partners in accounts, where they have an incumbent presence, to ensure that we reach mutually beneficial outcomes for the end customer.
8. Influence the client’s decision-making process and criteria to ensure success.
9. Achieve high win rates on complex deals.
10. Successfully execute multi-stakeholder sales cycles by engaging with decision makers, economic buyers, and champions.
11. Lead multi-disciplined virtual teams to help win sales opportunities – where appropriate these teams will consist of pre-sales, management sponsors, and services.
12. Customer expansion and advocacy.
13. Build and maintain relationships in key customers to ensure consistent value is delivered and identify opportunities for account growth.
14. Develop champions in our customers that will advocate for us internally and externally.
15. Accurate forecasting and sales predictability.
16. Consistently commit deals that close as forecasted.

COMPETENCIES:

1. Technical interest and storytelling ability.
2. Interest in and ability to both learn and simplify technical IT solutions and concepts.
3. Able to effectively articulate the value of these solutions, in compelling ways, that connect technical features to business outcomes.
4. Resilience, grit, and continuous learning.
5. Can handle complex sales cycles with patience and persistence.
6. Demonstrates an openness to feedback and willingness to constantly refine their sales approach.
7. Able to provide constructive, relevant feedback to key stakeholders in the organization to support ongoing product and process development.
8. Mastery of decision criteria & process.
9. Works to deeply understand how the customer makes decisions and always ensures that our solutions align with their decision criteria.
10. Maps out and influences the customer’s decision process to reduce friction and accelerate deal closure.
11. Effectively utilizes internal resources, management, and executive leadership to support their sales approach.