The Account Executive’s primary responsibility is to drive new business sales revenue in the assigned territory and develop the pipeline and foundation for future growth. The Account Executive will target new business primarily, with some existing customer responsibilities, within Spain. The Account Executive will define the territory strategy and be empowered to execute it. This is a strong leadership role and requires individual excellence to demonstrate this on a situational and strategic basis. The Account Executive will report to the VP Sales for Europe.
Build and execute a territory plan to achieve territory revenue target
Work with partners to promote and evangelise ClickSoftware solutions
Utilise internal resources to sell effectively at all levels of the client organisation
Build foundations for future revenues
Monitor and record all sales related activity for each account or prospect in Salesforce.com
Work in harmony with the company executives and management to achieve company’s objectives.
Maintain an awareness of accounts, partners and industries from which to leverage strengths as appropriate
Participate in trade shows, events, training, and outings
Follow process for managing qualification and distribution of leads from channel partners
Manage and up sell to current customers that are assigned to the Account Executive
Ensure partners meet their target and revenue goals, as detailed in their business plans
Significant new business sales experience within the territory
Demonstrable experience in enterprise sales, including net new licenses and professional services sales
Experience of working with Alliance partners eg SAP, Accenture
Experience of working with SI’s eg Deloitte, Accenture, IBM etc.
Demonstrable success in achieving and exceeding annual quota.
Experience selling SaaS, Cloud (ideally WFM) products
Experience with high value solution selling in complex environments and long sales cycles
Ability to penetrate and map out client organisations ensuring multi-level relationships for the Account Executive and ClickSoftware Executives
Proven ability to build a strategic and concise territory plan with demonstrated execution according to the plan
Experience of working for/with large software vendors (e.g. SAP, IBM, Infor, Oracle, Net Suite, Salesforce.com) and/or niche vendors (e.g. Sybase, Antenna, Kronos, InVision, Quintiq, iLog, Success Factors) is preferred
Knowledge of the channel sales process and demonstrated success in establishing new partner relationships and evaluating existing channel partners
Ability to leverage key personnel internally to ensure success, but also manage independently when required
Bachelor’s Degree in Business or other related field preferred
Dynamic, self-motivated, creative thinker with an appreciation of corporate goals
Articulate, confident, self-aware and personable character
Excellent oral and written communication skills, including strong presentation skills
Strong organisational and time management skills
Fluent Spanish speaker ; Excellent English ; any other European language an advantage.
Requires approximately 50% travel primarily in Spain