Account Executive- Nuxeo
ES-Madrid
Hyland Software
Req #: 13034
Type: Regular Full Time
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Overview: The Account Executive is responsible for developing and maintaining relationships with new and existing customers or partners with the objective of consistently meeting or exceeding assigned sales goal. Responsibilities: * Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities in sales region or account territory. * Demonstrate ability to progress opportunities through defined sales stages and represent sales methodologies in the forecast management practice. * Develop and communicate accurate sales forecasting and showcase a consistent understanding of the client's buying process. * Proactively initiate contact with prospective clients, customers and the field AEs on a regular basis to develop, maintain and expand business relationships. Operate as a trusted advisor of the vertical practice to enable rapport with stakeholder affiliates and to recommend best practice solutions for complex business challenges. * Research and identify target customers, execute understanding of their technical and business needs while translating applicable Nuxeo platform solution recommendations. * Partner with the cross functional support teams to develop the value narratives and persona-based messaging, software demonstration activities and the pertinent steps to vendor award. * Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls * Develop a comprehensive understanding of best practices and sub-industry market trends for the Nuxeo platform. Proactively pursue opportunities for company expansion and cross-sell / upsell extension * Determine the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response * Develop and maintain strategic internal working relationships to enhance sales execution * Participate in marketing activities and company events to evangelize the Hyland solutions. * Share extensive experience and best practice knowledge; contribute to the overall growth and quality of the Hyland culture. Qualifications: * Background in Enterprise Sales with familiarity of Content Services & Digital Asset Management technologies. * Experience navigating complex organization and operational structures * Strong business acumen and relevant commercial industry knowledge * Proficient understanding of cloud technology principles and experience in selling Platform as a Service offerings * Proficient in opportunity management and account planning tools * Proven year-over-year sales generation success * Strong ability to establish rapport and instill confidence in others. * Excellent oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact * Highly organized and comfortable with multi-tasking expectations * Self-motivated with entrepreneurial tendencies. * Excellent collaboration skills, applied successfully within team as well as with other cross-functional support areas * Excel at gaining consensus across multiple departments and leadership levels * Effective negotiating and influencing skills
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