Sr Account Executive
Channels Paris, France
About Liferay
Liferay, Inc. is a uniquely profitable B2B enterprise software company with 1,200+ fiery-eyed employees all across Europe, the Americas, the Middle East, Asia, and Africa. As the leading provider of enterprise open source technologies, we have been recognized by Gartner for empowering businesses around the world to solve complex digital challenges. Our flagship product is the Liferay Digital Experience Platform, which companies like Honda, Bank of the West, and Airbus use to build customized experiences for their customers and employees.
But we don’t just make awesome software, we are also fueled by a greater-than-profit vision. By building a vibrant business, making technology useful, and investing in communities, we make it possible for people to reach their full potential to serve others. We give our employees five days off to volunteer at charities they’re excited about, and Liferay donates 10% of our profits to charities around the world. Oh, we’re also self-funded which gives us the freedom to work on whatever we think brings the most value to customers and communities in the long run!
About You and this Role
You love sales and working the full lifecycle of a deal from prospecting to closing. You love mapping out strategic accounts and finding opportunities to sell within them. You’re not afraid to be persistent and handle objections from potential customers.
You will be responsible for driving revenue for accounts in specific verticals such as Insurance, Banking, Energy, Retail, Automotive, Transport, Healthcare by enabling them on their digital transformation journeys using Liferay’s solutions.
Key Objectives
● Responsible for New and Expansion Annual Recurring Revenue.
● Strategically own your assigned accounts and grow the “book of business”
● Understand the business direction and goals of the accounts as a whole
● Add value to the customer long-term by becoming a subject matter expert in vertical to be a trusted advisor who understands business value - industry knowledge, competitive landscape, core business model for that vertical
● Account plan for future product expansion and to grow accounts over time
● Create an executive network within accounts in territory
● Establish relationships with new customers, secure contracts with new customers and achieve assigned sales quotas and targets
● Drive the entire sales cycle from initial customer engagement to closed sales
● Prospect for potential customers using various direct methods with the help of an SDR, and indirect methods such as networking within the assigned vertical or segment of accounts
● Consult with prospect about business challenges and requirements, as well as the range of options and cost benefits of each
● Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects
● Make presentations to senior managers and C-levels
● Draft and deliver proposals, RFP/RFI responses in a professional manner
● Work with technical staff, product specialists, Solution Sales leads, where required to address customer requirements
● Develop and maintain territory plans which outline how sales targets will be met on an ongoing basis
● Develop and maintain key account plans that identify opportunities for Liferay to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales
● Provide forecasts on best case and most likely sales volumes over relevant time periods
● Cultivate strong relationships with our channel and partner companies that may be required to deliver full solutions to customers
● Work with marketing and vertical pod resources to plan and execute lead generation campaigns
● Be a positive representative of the company and its brand in the marketplace through your conduct, social media presence, LinkedIn, etc.
Required Qualifications
● 8-10 Years of experience selling enterprise-level software solution sales (DXP, Content Management, ERP, CRM, eBusiness and/or eCommerce applications preferred) with an extensive network of connections within the French market
● A farming mindset - the position is mainly focused on Expansion but also an appetite for hunting and doing New Business.
● 8-10 Years of senior level prospecting and self-generating leads (e.g., Social Selling, Targeted Accounts)
● Ability to build executive client relationships and understand their business needs and challenges.
● Outstanding prioritization and self/time management skills
● Understand the limitations and virtues of working in small teams to accomplish big goals
● Foundational understanding of technical environments where Liferay and it’s products are applicable.
● Excellent presentation skills
● Excellent written and verbal communication skills
● Fluent in French
What We Offer
● Salary package w/ competitive benefits according to qualifications and experience
● Opportunities to take responsibility and grow professionally
Equal Opportunities Employer - Statement
Liferay is committed to the equal treatment of all candidates, customers and employees and to fostering a culture of dignity at work. Our operating procedure provides for equal opportunities in recruitment and employment with the aim to eliminate discrimination against any job applicant or employee on the basis of race, age, sexual orientation, gender, religion or beliefs, marital or civil partnerships status, family or dependency status, disability, pregnancy and maternity or membership of a traveling community.