Requirements
* We are looking for an Account Executive with a SME SaaS sales background (e.g. CDP, Email Service Providers, AdTech and MarTech providers, ecommerce and CRM platforms etc) and the experience to recognize buying signals and to convert prospects with a consultative approach, listening and understanding where dotdigital can help their business, coupled with negotiating and closing skills and experience
* Proven success in a target-driven new business sales role – meeting and exceeding sales quota in a team-based environment
* Minimum 1 year of experience selling digital technology and service solutions with CDP, Email Service Providers, MarTech, AdTech, SaaS vendors, ecommerce and CRM platforms and/or related agency ecosystems
* Demonstrated experience partnering with internal marketing, Business Development teams, sales engineering, Partner Managers, and client/professional service teams to close new business
* Excellent oral, written and interpersonal skills
* Strong phone sales, negotiation, communication, and presentation skills
* A University degree is desirable
* Formal sales training is a plus
* Proven ability to build your own pipeline
What the job involves
* This is a targeted, commissioned role in our UK Direct Sales team. You will be focusing on revenue from prospects interested in Dotdigital’s suite of products and services
* In addition to generating your own pipeline, you will be supported by our dedicated outbound and inbound business development representatives, with leads generated from advertising efforts, and trade shows, word-of-mouth, etc
* You will drive the relationship and sale from start to finish before passing your new customer over to our Customer Success team to nurture and growth
* You will be expected to form trusted and high-performing relationships with your Sales Management and Sales peers, Marketing teams, Business Development teams, Technical Pre Sales, Partner Managers and delivery teams to collaborate and drive new business revenues
* You will be expected to develop a deep understanding of prospects' objectives and challenges and deliver the dotdigital solution against these elements
* You will be answering technical questions and handling objections, so while a background in email marketing automation is not essential, an awareness of its principles is beneficial
* Deliver against Quarterly and Annual new customer revenue sales targets
* Build and manage an active pipeline through the sales cycle to deal close, including providing accurate forecasting of Quarter revenue numbers expected to close
* Generate and identify new self-generated, sales opportunities each month using outbound channels, sales tools and strategies
* Successfully manage and coordinate between dotdigital and client stakeholders to effectively manage client expectations from initial contact to post sales handover to the onboarding team
* Track all your activity in our CRM and related tools
* Close sales opportunities at a rate that is acceptable to Sales Management
* Maintain the level of discount offered to customers to levels acceptable to Sales Management
* Respond to prospects requests for face-to-face meetings, RFIs and RFPs by writing high quality sales documents and presentations
* Accurate and timely qualification of Sales Ready Leads into Sales opportunities. Or disqualification if they do not meet the necessary criteria
* Conduct a consistently high number of high quality product demonstrations
* Develop and maintain a deep knowledge of dotdigital platform features, industry, pricing plans and service portfolio to ensure new customers are accurately sold the right solution
* Continually develop your marketing technology industry knowledge and demonstrate commercial understanding
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