Mid Market Account Executive

What you'll do

Join Planisware’s new and rapidly expanding team, dedicated to launching a mid-market PPM product to North America. Take responsibility in developing this new business, helping companies strategize and deliver value by leveraging our technology and services.

Responsibilities

General

• Create detailed business plans to facilitate the attainment of goals and quotas
• Sell software and services to clients, prospective clients and supplier partners for generating sales revenues and related contracts
• Meet annual quota as defined by the management
• Coordinate with the team to enhance sales presentations
• Respond timely to prospect and customers requests
  
  

Lead Generation

• Provide general oversight to Biz Dev rep (monitor quality of outbound communications)
• Define quarterly Lead Generation Roadmap
• Conduct follow-up calls to prospective clients
• Lead organization of PPM tours and other lead generation events (tradeshows / conferences, networking…)
• Qualify prospects as per sales commission plan, budget and decision making
• Nurture existing contacts (prospective customers / Partners / Analysts…)
  
  

During Software sales process (Opportunity from Qualified to Close)

• Leadership and ownership of the entire sales process from pre-qualified through close and understand process
• Coordinate all activities on the account per process (management, legal and pre-sales mostly)
• Build and document sales activities in company CRM software and document all activities
• Define monthly objective/achievements and record them in salesforce
• Identify and develop an in-depth understanding of each sales prospect, their buying and organizational influences and their decision-making processes.
• Develop and put together Planisware “solution document” highlighting the key solution differentiators
• Handle/prepare customer presentation, quotes, RFIs and RFPs.
• Offer products and services to qualified clients through demos or coordinate with pre-sales team
• Liaise with appropriate corporate resources regarding contract terms, statements of work, master service level agreements, etc.
• Run demos for prospects, develop presentations and adapt sales collateral
  
  

During the Implementation

• Write Statement of Work
• Prepare and engage in business development team status meetings.
• Review spending vs. budget
• Review invoices and ensure timely payment
  
  

Post Software Sales

• Provide professional after-sales support to enhance the customers’ dedication
• Remain in frequent contact with the clients and anticipate/understand their needs
• Respond to complaints and resolve issues aiming to customer contentment and the preservation of the company’s reputation
  
  

While you will be responsible for achieving sales quota, this opportunity offers a competitive base salary with uncapped earnings potential.

What is expected from you

Expected Qualifications

• BA/BS and 2 years minimum selling software and service solutions.
• A proven track record of lead generation and qualification, account penetration, growth, and revenue recognition
• Proven and successful sales experience at managing resources and complex, multidimensional sales effort at the customer-level and corporate environment
• Strong written and oral communication skills
• Willingness to travel (US and international)
• Self-motivated and enthusiastic; capable of working alone or with a team
• US citizenship or equivalent employment authorization
  
  

Preferred Profile

• Strong interest in the field of information technology and in the enterprise software industry
• Proven sales or pre-sales experience with other PPM software offerings
• Solid understanding of the concepts and techniques in all or some of the following disciplines: Project & Portfolio Management, New Product Development, Agile and Scaled Agile.
• Curious, fast learner and technology savvy
• San Francisco Bay Area, Greater Philadelphia area or Denver location.
  
  

Benefits

• 3 weeks paid vacation
• Paid holidays
• Up to 4 months maternity leave
• Life, short and long-term disability insurance
• Company annual kick-off trip
• RRSP plan with company variable contribution
• Supplemental health insurance
• Cell phone and internet allowances