Sales Executive MDM
You have direct responsibility to execute MDM sale cycles and achieve/exceed quota both annually and on a quarter-by-quarter basis. Using Salesforce.com, you’ll manage, track and report on your activity and provide accurate business forecast at the close of each quarter. Additional responsibilities include, but are not limited to the following:
Work with Account Managers and Field Marketing to identify and execute marketing campaigns to create new MDM pipeline.
Understand and analyse customer needs and develop business propositions to differentiate and sell the MDM proposition.
Prepare and deliver pricing proposals, illustrating benefits.
Accurate forecast management, providing and maintaining a qualified and up to date funnel, reporting to management on a defined, regular basis.
Relationship management of selected alliance partners.
Prospecting and identification of sales opportunities.
Follow up on leads generated by inside sales, marketing and partners.
Co-ordination of the full sales process.
Engagement of external and internal resources (including partners and alliances) based on the opportunities identified.
Our Ideal Candidate:
You are motivated and eager to expand sales within existing and new accounts while focusing on customer service and developing relationships with key decision makers. You understand and tactfully respond to customer needs and meticulously track and monitor account activity. You consistently apply clear performance standards and handle problems decisively and objectively, while providing sound guidance and assistance to improve the system. You are adept at account planning and management and you know how businesses and the competition work. You are comfortable taking responsibility for all aspects of the sales cycle including pipeline generation, developing compelling commercial offers and closing deals. In addition, you have the following attributes:
Authoritative business and financial acumen to develop meaningful business recommendations.
Strategic operating / positioning skills to develop and execute plans and align others with those plans.
Strong ability to lead, manage or enlist the support of others in the absence of formal authority.
Strong interpersonal skills, with the ability to influence at senior levels within accounts.
Experience of working with and coordinating resources from other internal functions including Field Marketing, Product Marketing, Legal and Professional Services.
A strong background and network in the Benelux Information Management space.
Experience in software solution sales especially within complex enterprise application solutions and a demonstrable history of high achievement against quota.
Familiarity with sales methodologies and experience in all stages of software sales cycles.
Experience of both perpetual software license and subscription / annual recurring revenue licensing models.
Knowledge of the MDM Industry trends, marketing and competitors is a plus.
Ability to justify MDM investment to the business.
Proven experience of significant involvement in global deals.
Good understanding of business issues / priorities and how technology can resolve them.
Excellent relationship management skills (both internal and external) including ability to operate comfortably at C-level within major enterprises and ability to work with regional sales teams to create mutually beneficial solutions.
Demonstrable experience of business development including direct sales, sales management and alliance management.
Leading a team-centric approach to sales qualification and revenue closure, working closely with sales account managers, sales consultant (presales) and consulting personnel in a complex, enterprise sales environment.
Excellent communication skills, including ability to present at all levels, to engage with different divisions of an enterprise.
Ability to communicate with both technical and non-technical audience, presenting the relevant aspects of the proposition to the relevant audience.
Strong negotiation skills.
Ability to accurately forecast and manage the pipeline, through strong analysis and qualification of opportunities.
Strong team worker.
Fluency in English (written and oral).
Our client is the world’s No. 1 provider of data management solutions, in the cloud, on-premise or in a hybrid environment. More than 7,000 organizations around the world turn to our client for data solutions that power their businesses. Due to the developments in Social, Cloud and Mobile computing there is a growing Enterprise demand for their solutions. This generates a positive outlook and a strong market potential. The reputation that they have built over the last 20 years has resulted in the leading position in Gartners Magic Quadrant. With strong leadership on EMEA and regional level in place they are on the brink of the next phase in their growth scenario.
InSearch is an executive search agency, founded in 1998 and specialised in commercial IT positions, ranging from mid-career to senior management, in the Benelux. Our client base varies from disruptive start-ups and scale-ups to billion-dollar multinationals. InSearch stands for a professional approach that leads to the desired results. Our focus, experience, passion and commitment make us a unique and authoritative executive search agency in the IT industry.