Senior Account Executive

Summary:

The Account Executive is the catalyst behind Genesys' success as an organization. As a consultative sales professional, the Account Executive is responsible for driving revenue growth and bringing in net new business from prospects and current customers. Account Executives help solve the business needs of prospects and customers by aligning those needs and objectives with Genesys solution(s). Account Executives own all opportunities and customers and are responsible for coordinating resources and managing the sales campaign across the entire opportunity pipeline.L

Key Responsibilities:

Financial

  • Achieve Annual / Quarterly Sales Account Manger software, maintenance, services targets for sales of Genesys products
  • Maximize the total value of solutions sold
  • Develop a number of Strategic Accounts
  • Ensure invoices are paid to Genesys standard Terms and Conditions
  • Ensure orders are recognisable under Genesys rules

Product Knowledge / Market Awareness

  • Maintain a sound knowledge of Genesys products
  • Develop a sound knowledge of Genesys procedures and practices
  • Keep up-to-date with the latest products supplied by the Company and partners
  • Be aware of the current Contact Centre & CRM market place and any developments within it by regular discussions with suppliers, customers, in-house personnel and by reading relevant journals
  • Leverage knowledge and expertise of colleagues

Prospecting

  • Qualify and progress enquiries received by phone / post (ITT) / referral / seminars / Tele-marketing etc.
  • Determine if we can supply a solution based upon our core products and services
  • Carry out self generated prospecting activities (Target a/c's, cold calling, mailshots, etc.)
  • Work closely with marketing to carry out larger scale prospect generation activities
  • Accurately forecast 30, 60 and >90 day prospects
  • Encourage existing customers / partners to provide referral & sales leads
  • Take a leading role in appropriate seminar and exhibition activity, then rigorously follow up
  • Develop and maintain detailed account plans for strategic accounts that produce continual revenue year on year

Proposals and Bid Sign-off

  • Produce detailed proposals, as per company standard proposals, including Terms and Conditions
  • Technical sign-off is to be agreed before Bid Review meeting
  • Have available at Bid Review meeting the proposal, pricing proposition and project plan (where appropriate)
  • Get all approvals before delivery to the prospect/customer

Sales Process

  • Qualify prospects, using standard Genesys qualification tools
  • Produce a detailed sales plan that ensures the best chance of a Genesys win
  • Demonstrate Genesys products with pre-sales to prove its effectiveness and functionality
  • Actively plan to use managers, corporate staff and all appropriate areas of Genesys to win business
  • Produce professional proposals explaining why Genesys should be preferred supplier
  • Display a high level of technical knowledge of proposed solution

Post Sales and Strategic Account Development

  • Ensure formal order and contract paperwork is received as soon as possible after verbal order is given, and monitor order to ensure timely software delivery
  • Advise Genesys University of training requirements for customers
  • Develop and maintain detailed Strategic Account sales plans using Genesys methodology
  • Conscientiously maintain detailed customer files on SFDC
  • Hold regular account meetings with strategic customers
  • Hold business planning meetings with Strategic Accounts on a half yearly basis

Marketing

  • Participate in vertical market seminars
  • Participate in presentations to partners / major consultants, as appropriate
  • Participate in company presentations to strategic customers and prospects
  • Participate in selected PR activities, as appropriate

Sales/Business Reporting

  • Provide monthly and quarterly prospect and business reports/plans
  • Provide monthly customer age debt updates

Desirable Skills:

  • Between 7 and 15 years experience of strategic software solution / application sales
  • Regular over-achievement against quarterly and annual software targets
  • New Business sales focus
  • Min. 3 years CRM/ERP/BI product experience
  • Determined, goal oriented and professional
  • Motivated by success and customer satisfaction
  • Self starter
  • Team player and contributor
  • Builds significant confidence in others
  • Flexibility and ability to handle change
  • Has a passion for software sales
  • Direct / Strategic experience of CRM/ERP/BI software solution sales

About Us:

Genesys® powers more than 25 billion of the world's best customer experiences each year. We put the customer at the center of everything we do and passionately believe that great customer engagement drives great business outcomes. More than 10,000 companies in more than 100 countries trust the industry's #1 customer experience platform to orchestrate omnichannel customer journeys that eliminate silos and build lasting relationships. With a strong track record of innovation and a never-ending desire to be first, Genesys is the only company recognized by top industry analysts as a leader in both cloud and on-premise customer engagement solutions. Connect with Genesys via www.genesys.com, Twitter, Facebook, YouTube, LinkedIn, and the Genesys blog.

Genesys is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, disability, veteran status, and other protected characteristics. #LI-DK1


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