Senior Sales Executive

3 weeks ago

London, Greater London, United Kingdom Unily Full time

About Unily

Unily partners with the world's largest and most complex enterprises to power Organizational Velocity through digital Employee Experience transformation. Iconic brands, including Estée Lauder Companies, CVS Health, and British Airways, use Unily's market-leading Employee Experience platform to improve productivity, streamline communication, and foster a highly connected workplace.

We have recently been positioned as a market leader across 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. The only company in the industry with this standing. With these accolades, we continue to grow and expand our employee community with people who are passionate about joining us on this exciting journey.


Job Purpose

As we continue to expand our market share in the rapidly emerging Employee Experience platform category, we are looking for an Enterprise Account Executive for our EMEA sales team.

As an Enterprise Account Executive at Unily, you will report into the RVP Sales, EMEA and be pivotal in driving the sales strategy following a recent restructure. You will be responsible for new customer acquisition and the end-to-end sales cycle, from sales qualifying incoming leads through to contractual negotiations and close. Along with developing an outbound strategy for your named accounts, you will need to understand and assess customer needs and uniquely and expertly position our products and services to meet those requirements.

This is a hybrid role requiring 2 days per week in our office. You will also need to have the flexibility to travel on occasion for face-to-face presentations.


Main Responsibilities

Developing New Business for Unily

  • Use business acumen to identify new customers through creative lead generation, using internal tools, social networks, partners, proactive outreach, industry events, and leveraging personal networks.
  • Contribute and be proactive in the development and execution of lead generation programs in conjunction with internal Business Development Representatives and the marketing department.
  • Participate in, and on occasion help to organize, events, seminars, webinars, and other marketing and PR-related activities.

Selling to Enterprise Clients

  • Build and use knowledge of the Unily value proposition to position us as a critical business partner.
  • Understand and effectively navigate the largest and most complex enterprise businesses' stakeholder landscape, engaging multiple departmental teams (HR, IT, Communications, EX), senior leaders, and CXO's.
  • Develop strategies to gain maximum exposure to CXO and other SLT stakeholders.
  • Gain trusted advisor status, build exceptional reciprocal key stakeholder relationships.
  • Ability to identify and address complexities of customers' decision-making process and help guide customers through this journey based on previous experience.
  • Identify supporters and detractors and appropriately address each. Understand different departments' motivation factors and goals, addressing these accordingly with Unily capabilities, use cases, and outcomes.
  • Understand and exploit the customer buying process.
  • Actively demonstrate detailed knowledge of the competition to proactively position Unily.
  • Adopt a consultative, solution sales approach, supporting prospects with business case creation, stakeholder engagement, and business value assessments.
  • Leverage the Unily Partner network to help secure more new business and influence opportunities to maximize positive outcomes.

Solution Knowledge

  • Have a broad and deep understanding of all Unily capabilities and be able to effectively articulate the business value in ways that resonate with the customer. Effectively map Unily capabilities to customer goals and objectives.
  • Able to collaborate with Unily subject matter experts in ways that best serve the customer.

Communication

  • Actively investigate client needs through effective direct engagement.
  • Deliver clear and concise presentations with enthusiasm and passion that demonstrate differentiation and knowledge of our products and services.
  • Gain agreement on actionable next steps advancing a sale.
  • Assist and lead on the generation of relevant documentation, including responding to RFX's, creating commercial proposals, business case creation, presentation assets, Service and License Agreements.

Negotiation

  • Detailed understanding of gives and gets, levers that can be used when negotiating. Detailed knowledge of Unily commercial make-up.
  • Remain professional under pressure and demonstrate responsible decision-making.
  • Diffuse conflict in ways that create additional value and lead to new opportunities.
  • Understand roles of all parties in a negotiation and anticipate their perspectives.
  • Understand the roles of all parties involved in a negotiation and their tactics, vision, motivation, sensitivities, and intentions.

Building Internal Relationships

  • Build strong and effective relationships and collaborate with peers, managers, and co-workers across Unily.
  • Openly communicate and provide timely feedback and share ideas with the team.

Achieving Agreed Quarterly and Annual Revenue Targets

  • Maintain accurate and up-to-date forecasts.
  • Regularly communicate updates, including material changes to forecast.
  • Drive for results and focus energy on high-value and profitable opportunities.
  • Utilize the Salesforce platform to track all pertinent information related to the opportunity.

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