Account Executive

Liferay Inc.; United States; Remote; USD 70,000 - 120,000; Full time

Job summary

A leading B2B enterprise software company seeks a Sales Representative to drive revenue within specific verticals. You will engage with potential clients, map accounts, and navigate the sales cycle from initial prospecting to closing sales, ensuring businesses achieve their digital transformation goals.

Benefits

Professional growth opportunities

Collaborative work culture

Qualifications

• 3-5 years experience in enterprise-level software sales.
• Strong communication and presentation skills.

Responsibilities

• Drive the entire sales cycle from customer engagement to close.
• Develop understanding of customer business operations.

Skills

Sales Strategy

Prospecting

Relationship Building

Time Management

Education

Bachelor's degree in Business or related field

Job description

About Liferay

Liferay is a uniquely profitable B2B enterprise software company with 1,000+ fiery-eyed employees all across Europe, the Americas, the Middle East, Asia, and Africa. As a renowned provider of enterprise open source technologies, we have been recognized by Gartner for empowering businesses around the world to solve complex digital challenges. Liferay’s all-in-one platform unites Liferay DXP with our cloud platform capabilities, built-in analytics, and commerce functionality, reducing time to market and accelerating innovation. Our customer roster includes global companies such as Airbus, US Bank, Honda, and Desjardins.

But we don’t just make awesome software, we are also fueled by a greater-than-profit vision. By building a vibrant business, making technology useful, and investing in communities, we make it possible for people to reach their full potential to serve others. This commitment extends beyond our product; Liferay donates 10% of our profits to charities around the world. Oh, we’re also self-funded which gives us the freedom to work on whatever we think brings the most value to customers and communities in the long run!

About You and this Role

You love sales and working the full lifecycle of a deal from prospecting to closing. You love mapping out strategic accounts and finding opportunities to sell within them. You’re not afraid to be persistent and handle objections from potential customers.

You will be responsible for driving revenue for accounts in specific verticals such as Manufacturing, Insurance, Banking and Healthcare by enabling them on their digital transformation journeys using Liferay’s solutions.

Key Objectives

Responsible for New and Growth Annual Recurring Revenue.
Drive the entire sales cycle from initial customer engagement to close.
Develop a deep understanding of the way a specific business operates, and the priorities that drive decisions from top-down.
Acquire new customers and secure contracts that achieve assigned sales targets.
Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking within the assigned vertical or segment of accounts
Consult with prospect about business challenges and requirements, as well as the range of options and cost benefits of each
Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects
Collaborate cross functionally
Work with technical staff, product specialists, Solution Sales leads, where required to address customer requirements
Cultivate strong relationships with our channel and partner companies that may be required to deliver full solutions to customers
Work with marketing and vertical pod resources to plan and execute lead generation campaigns
Create and deliver presentations for senior managers and decision makers
Draft and deliver proposals, RFP/RFI responses in a professional manner
Ability to uncover business initiatives and pain points, tie it back to Liferay solutions
Develop and maintain key account plans that identify opportunities for Liferay to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales utilizing our corporate sales methodology (Miller Heiman)
Provide forecasts on best case and most likely sales volumes over relevant time periods
Be a positive representative of the company and its brand in the marketplace through your conduct, social media presence, LinkedIn, etc.

Required Qualifications

• 3-5 Years of experience selling enterprise-level software solution sales (Content Management, ERP, CRM, eBusiness and/or eCommerce applications preferred) into Fortune 1000 and Mid-Market Enterprise accounts.
• 3-5 Years of senior level prospecting and self generating leads (e.g., Social Selling, Targeted Accounts)
• Ability to build executive client relationships and understand their business needs and challenges.
• Outstanding prioritization and self/time management skills
• A hunter sales personality - the position is focused on New Business.
• Solution seller focused on selling on value and ROI vs features and functionality
• Understand the limitations and virtues of working in small teams to accomplish big goals
• Foundational understanding of technical environments where Liferay and it’s products are applicable.
• Foundational understanding of IT operations and how they operate
• Solutions Engineering or Sales Engineering experience is a plus
• Excellent presentation skills
• Excellent written and verbal communication skills
• Willingness to travel (50%)

What We Offer

Opportunities to take responsibility, grow professionally, and Stay Nerdy
A positive and collaborative work culture
Check out what employees say about us on Glassdoor
Working at a leading open-source company

Equal Opportunities Employer - Statement

Liferay is committed to the equal treatment of all candidates, customers and employees and to fostering a culture of dignity at work. Our operating procedure provides for equal opportunities in recruitment and employment with the aim to eliminate discrimination against any job applicant or employee on the basis of race, age, sexual orientation, gender, religion or beliefs, marital or civil partnerships status, family or dependency status, disability, pregnancy and maternity or membership of a traveling community.