Strategic Account Executive

2 months ago

London, United Kingdom Tes Global Full time

**Title**: Strategic Accounts Manager

**Department**: Sales

**Location**: London or Sheffield

Full time, Permanent

**Salary**: £50,000 to £65,000 with an uncapped OTE of £35,000 (non-contractual)

Tes is an international provider of digital solutions, which is passionate about using technology to make life easier for schools and teachers. All products and services are built with teachers and schools needs at the core, ensuring they are innovative, trusted education solutions.

**Role overview**:
The Strategic Accounts team maintains and expands relationships with strategically important large customers. This role is designed to develop strategies that benefit the business and consumer in a win-win relationship. Working closely with most internal teams, from product development to marketing you will be directly responsible for managing and growing a set of existing high-worth Accounts plus identifying and building a network of new strategic Accounts within other areas e.g. Local Authorities and Education Bodies.

This is a relatively senior level individual contributor sales role within the UK sales organisation and as such you will be managing some of Tes’s most complex and highest value customers. You will also be expected to achieve ambitious revenue and growth targets set by the business. You will build and maintain the highest level of product knowledge across the entire Tes software product portfolio and be able to demonstrate these products at an expert level.

**Key Responsibilities**:

- Identify and build a network of new Strategic Accounts achieving new business targets.
- Retain and grow the revenue base across the entire software portfolio within your set of Strategic Accounts via retention, upsell and cross-sell, achieving ambitious growth targets.
- Build and manage a network of complex and sophisticated commercial relationships (from C-level to Head of Function/School) relationships across your set of accounts to maximise sales opportunities.
- Create new models and frameworks, to develop execute on strategic plans for all your accounts
- Build bespoke proposals and negotiate profitable commercial deals.
- Achieve monthly, quarterly and annual revenue targets and other critical success metrics.
- Build and manage a pipeline of sales opportunities through the sales funnel applying
- consistent sales process and methodology.
- Accurate revenue and opportunity forecasting.
- Identify and respond to critical market data and turn complex ideas into simple plans for customers and internal stakeholders. Build and maintain a level of expert market and product knowledge, including competitor offerings and product positioning.
- Maintain the CRM at all times.
- Build and maintain product knowledge and use this expertise to maximise sales opportunities.

What will you need to succeed?
- Experience in a B2B sales role with demonstrable evidence of exceeding revenue targets across a multi-product portfolio (ideally software solutions).
- Demonstrable experience of operating in and selling successfully at C-level (ideally within the Education Industry (e.g. MATs, Groups, LA’s).
- Experience of building and maintaining a network of sophisticated commercial relationship across a range of high-level stakeholders who operate within a matrix structure. You can hold credible conversations at C-level within a MAT/Group/LA.
- Exceptional communication and presentation skills and the ability to expertly demonstrate a range of software solutions to your customers.
- Strong commercial/business acumen -strong market awareness to deliver high impact commercial solutions. An understanding of the relationship between revenue, cost and profitability and a track record of building profitable commercial proposals independently.
- Expert negotiator - the ability to be able to expertly negotiate at C-level and have a track record of doing so. The ability to negotiate internally and externally to build commercial value.
- Detail oriented - you will plan and use your time effectively, ensure records in the CRM are always maintained and provide accurate revenue forecasts.
- Drive for Results - you will set yourself challenging goals to exceed business expectations and ensure revenue plans are delivered.
- Strategic Thinker - you will contribute proactively and knowledgably to strategy planning and definition and create new models and frameworks to respond to the individual nature of your Accounts.
- Analytical Thinker - you will cut through complexity to create simple messages that your Accounts and the business can understand. You will be able to arrive at clear decisions when faced with incomplete or ambiguous information.
- Passion for Customers - you will live a customer first culture and will take ownership for the whole customer experience to demonstrate value to the business. You will also role-model effective consultation with customers to understand their expresses and/or real requirements.

What do you get i

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