Strategic Account Executive

XYZ Reality

Greater London

On-site

GBP 65,000 - 100,000

Full time

14 days+

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Benefits offered by this job

Competitive salary

Career development opportunities

Dynamic work environment

Private medical insurance

Pension scheme

25 days holiday + public holidays

Job summary

A leading construction technology firm is looking for an Account Executive to drive revenue by solving customer challenges through their innovative Augmented Reality solutions. The role involves managing complex sales processes and building long-term relationships with clients in various industries. Ideal candidates have enterprise sales experience, particularly in technical fields, and are adept at navigating high-value negotiations. This is a hybrid position based in London with competitive salary and benefits.

Qualifications

Several years in managing and delivering technical complex enterprise sales.
Deep experience with multi-figure deal negotiations and handling complex deals.
A strong sales process and account planning expertise.

Responsibilities

Develop influential business relationships within assigned accounts.
Identify important contacts and decision-makers.
Manage accounts through the entire sales process.

Skills

Enterprise sales experience

Technical communication skills

Relationship building

Consultative sales approach

CRM proficiency

Tools

Salesforce

MS Teams

Sales Navigator

Apollo

Gong

Job description

Location

London Office

Employment Type

Full time

Location Type

Hybrid

Department

Revenue

A ground-breaking & award-winning Construction Technology company; XYZ Reality are the creators of the world’s first and only engineering-grade Augmented Reality solution, purpose-built for the construction industry. Not only have we created this technology, that sits within The Atom – a smart, site-safe hardhat/headset - but we also act as a consultancy on the Data Centre and Mission Critical projects that the AR solution is being implemented on to ensure that all schemes are completed according to the delivery timescales set out, and are able to fall within budget.

XYZ has grown to over 120 staff across the UK, Europe and the US and is working with prestigious, market-leading Data Centre organisations to successfully deliver major projects throughout Ireland, France, Germany, Italy, Denmark, the UK, Netherlands, Poland and Spain.

Our mission is to change the construction industry for the better, forever, and are the trailblazers in eliminating rework, and 2D designs, in their entirety.

Account Executive, Mission Critical

As Account Executive – Mission Critical, you will be directly responsible for generating new revenue by solving customer challenges through the XYZ Reality Solution. Coming from the Construction or Mission Critical (data centre, pharma, healthcare, nuclear) industry, you'll use your in-depth enterprise sales experience and knowledge to connect with prospects and accounts, identify and uncover their needs, and develop robust sales strategies that demonstrates value and ROI. Your goal is to gain a clear understanding of the customer's challenges and help our customers achieve their goals using the XYZ Reality platform. You'll identify key contacts, stakeholders and develop champions, while building long-term partnerships within your accounts. In this role you will have annual and quarterly targets and be part of the revenue team, while reporting to the CRO.

Key Responsibilities

Develop, long-term and influential business relationships within assigned accounts, communicating at all levels (internally and externally) including C-level to understand their goals and desired business outcomes
Identify important contacts within assigned accounts, including decision-makers, champions, and influencers
Be a trusted advisor to your accounts, identifying and communicating business values that link the XYZ solution to your customers biggest pains and issues
Manage accounts through entire sales process; from business development, prospecting, and specifications through contract negotiations, signing, and post-sales support
Work with the extended revenue team (marketing, revenue operations, sdr) to develop and implement account plans and sales strategies that create engagement & trust with accounts
Establish action plans for addressing account challenges and review and share action items to further address issues
Plan, forecast and implement revenue sales strategies that build pipeline and achieve targets
Use Salesforce to update and maintain all account activity and opportunities with an emphasis on next steps

You could be a strong candidate if you have the following:

Several years in managing and delivering technical complex enterprise sales, carrying a quota and managing multiple accounts and opportunities
Deep experience and knowledge working 6+ figure deals and handling complex deal negotiations
Excellent communication skills for technical and non-technical audiences
Believe in solution selling and value selling mindset, including strong sales process, account planning and leveraging internal resources to deliver the best solution to the customer
Strong consultative sales approach, CRM proficiency, and willingness to travel domestically and internationally when required

The Ideal Candidate:

Experience selling into Mission Critical (data centre, pharma, semiconductor, nuclear, oil and gas) focused businesses within Construction
Optimistic, open to feedback and coaching, enjoys building relationships while on the road
Experience with selling into the construction industry, cloud / SaaS sales
Familiarity with sales processes and selling methodologies
Tools: Salesforce, MS Teams, Sales Navigator, Apollo, Gong, etc
Happy and willing to travel regularly for product demos and meetings

Benefits