Senior Enterprise Sales Executive

About Unily

Unily collaborates with some of the largest and most intricate organizations globally to enhance Organizational Velocity through transformative digital Employee Experience solutions. Renowned brands such as Estée Lauder Companies, CVS Health, and British Airways utilize Unily's leading Employee Experience platform to boost productivity, streamline communication, and cultivate a well-connected workplace.

Recently recognized as a market leader in the 2023 Gartner Magic Quadrant™ for Intranet Packaged Solutions, the 2024 Forrester Wave™: Intranet Platforms, and the IDC MarketScape: Worldwide Experience-Centric Intelligent Digital Workspaces 2024, Unily stands alone in the industry with such accolades. As we continue to grow, we seek individuals who are passionate about contributing to our exciting journey.

Role Overview

As we expand our footprint in the rapidly evolving Employee Experience platform sector, we are in search of a Senior Enterprise Account Executive for our EMEA sales division. In this role, you will report to the RVP Sales, EMEA, and play a crucial role in shaping our sales strategy following a recent organizational restructure. Your responsibilities will encompass new client acquisition and managing the complete sales cycle, from qualifying incoming leads to negotiating contracts and closing deals. You will also devise an outbound strategy for your designated accounts, requiring a deep understanding of customer needs to effectively position our products and services.

This position is hybrid, necessitating two days per week in the office, with occasional travel for in-person presentations.

Key Responsibilities

• Utilize business insight to identify potential clients through innovative lead generation techniques, leveraging internal resources, social networks, partnerships, proactive outreach, and industry events.
• Actively contribute to the creation and execution of lead generation initiatives in collaboration with internal Business Development Representatives and the marketing team.
• Engage in organizing and participating in events, seminars, webinars, and other marketing and public relations activities.

• Develop and apply knowledge of Unily's value proposition to establish our role as a vital business partner.
• Navigate the complex stakeholder landscape of large enterprises, engaging various departmental teams (HR, IT, Communications, EX), senior leaders, and CXOs.
• Formulate strategies to maximize visibility among CXO and senior leadership team stakeholders.
• Build trusted advisor relationships and foster exceptional reciprocal connections with key stakeholders.
• Identify and address the complexities within the customer decision-making process, guiding them based on your experience.
• Recognize supporters and detractors, addressing their concerns while aligning Unily's capabilities with departmental motivations and goals.
• Comprehend and leverage the customer purchasing process.
• Demonstrate comprehensive knowledge of competitors to effectively position Unily.
• Adopt a consultative sales approach, assisting prospects with business case development, stakeholder engagement, and value assessments.
• Utilize the Unily Partner network to enhance new business acquisition and influence opportunities for favorable outcomes.

• Maintain a broad and in-depth understanding of all Unily offerings, articulating business value in a manner that resonates with clients.
• Collaborate with Unily subject matter experts to best serve customer needs.

• Proactively engage with clients to uncover their needs.
• Deliver engaging and clear presentations that showcase our products and services.
• Facilitate agreement on actionable next steps to advance sales.
• Assist in generating relevant documentation, including responses to RFXs, commercial proposals, business cases, and service agreements.

• Possess a detailed understanding of negotiation dynamics, including key levers and Unily's commercial structure.
• Maintain professionalism under pressure and demonstrate sound decision-making.
• Resolve conflicts in ways that create additional value and open new opportunities.
• Anticipate the perspectives of all parties involved in negotiations.

• Foster strong relationships and collaborate effectively with peers, managers, and colleagues across Unily.
• Communicate openly, providing timely feedback and sharing ideas with the team.

• Keep accurate and up-to-date sales forecasts.
• Regularly communicate updates, including significant changes to forecasts.
• Focus on results, prioritizing high-value and profitable opportunities.
• Utilize Salesforce to track all relevant information related to opportunities.

Qualifications

• A minimum of 5 years of proven success in SaaS sales, preferably in comparable products such as Content Management, Intranet, or Collaboration solutions.
• Experience selling to FTSE 100 or Fortune 500 companies.
• Experience engaging with senior stakeholders, including Chief Communications Officers, Corporate Affairs leaders, CHROs, and CIOs.
• Knowledge of sales practices, strategies, and tools for developing value propositions.
• Proven ability to build customer relationships and manage key stakeholders.
• Strong communication skills, capable of engaging with business, technical, and C-level executives.
• Public speaking experience is a plus.
• Background in Internal Communications and Employee Engagement Solutions is desirable.
• A customer-centric approach, committed to serving clients effectively.

Attributes

• Intellectually curious.
• Exceptional relationship builder.
• Dedicated and passionate about contributing to business growth.
• Excellent organizational and resource management skills.
• Self-motivated and independent, yet able to leverage support when necessary.
• Adaptable communication style for diverse audiences.
• Agile thinker, responsive to changing circumstances.
• Confident in contributing ideas and thinking creatively.
• Commercially aware with strong business acumen.
• Friendly demeanor with a good sense of humor.
• Proactive and driven.

At Unily, we are united by a shared purpose and committed to understanding one another. We recognize that everyone has a unique story and strive for a diverse workforce that embraces and celebrates our differences. Together, we aim to build connections and learn from each other as we grow to create the workplace of tomorrow.

Why Choose Unily?

Alongside a competitive base salary and discretionary company bonus, we offer numerous benefits that we believe you will appreciate:

Our vibrant team culture emphasizes achieving results collaboratively while enjoying the process. You will find a friendly and dedicated group of individuals.

We take pride in our industry-leading product, which we actively use and love internally, providing you and our clients with the resources to become Unily experts.

We promote flexibility, not just in terms of remote work but also in recognizing the importance of work-life balance.

Our modern office spaces are designed to feel welcoming, equipped with a well-stocked kitchen and amenities that enhance your work experience.

We provide an excellent benefits package, including 25 days of holiday, life cover, pension plans, and more.

Our commitment to sustainability and community engagement is strong, offering opportunities for volunteering and charitable contributions.

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