Chevin Fleet Solutions
About the Role
We are looking for an experienced Account Executive to manage clients through our sales cycle to a successful opportunity close and drive sustainable growth by networking, cold calling or other means of generating interest from/and forging strong relationships with potential clients.
What we need
The primary purpose of the Account Executive role is to manage the full SaaS new business sales cycle from prospecting and qualification of marketing leads, through discovery, requirements gathering and product demos, to developing and presenting proposals and negotiating to close deals which are consistent with the business strategy and deliver the sales quota.
Key Responsibilities:
- Ensure sufficient quantity and quality of leads to support the pipeline, including the identification and qualification of prospects, key decision makers and influencers, via direct outbound prospecting, inbound lead follow up, working with marketing, customer success and partners.
- Build, develop and manage a sales pipeline of opportunities which are consistent with the business strategy and support the achievement of the sales quota.
- Manage and maintain full, accurate and up to date information of all sales activities in the CRM system, including key contacts, actions, next steps, sales stage, proposal documents, etc.
- Manage opportunities and pipeline to support accurate forecasting on monthly, quarterly and rolling 12-monthly basis.
- Follow the agreed sales methodology / process and ensure achievement of sales quota and other sales KPIs / OKRs.
- Develop and maintain a good understanding of products and services to support the management of the end-to-end sales process, including delivering product demos and linking customer pains / needs to product benefits.
- Research and understand the market, including competitors.
- Conduct sales meetings / presentations to build credibility, understand prospect needs and drive the sales process.
- Orchestrate discovery sessions with the prospect, with appropriate pre-sales / technical support, to understand current processes, challenges and requirements.
- Review findings of discovery sessions and agree structure and scope of follow up meetings to include further product demonstrations of key areas of product focusing on customer pains and benefits.
- Create and deliver compelling closing presentation and commercial proposal, to key stakeholders and decision makers.
- Follow up with prospect, negotiating and closing on commercials terms, scope of works, technical requirements and license agreement, ensuring completion of internal processes which support the raising of the invoice and the start of the implementation.
- Obtain a press release and an agreement for a case study.
- Ensure all documentation and processes are complete to support a smooth handover to the Professional Services Team.
- Attend business meetings with prosects throughout the sales cycle and attend events to represent the company and generate leads.
Essential Skills & Experience:
- Minimum of 5 years’ experience as a Sales Account Executive (or similar role) in B2B SaaS business with a consistent record of delivering or exceeding sales quota.
- Proven commercial and negotiation skills in complex solution-selling role.
- Excellent verbal and written communication skills.
- Excellent presentation skills.
- Strong listening and questioning skills.
- Confident in dealing with individuals at all levels of an organization from individual users to C-Suite.
- Ability to understand and explain technical issues to non-technical audience.
- Strong attention to detail and high personal standards.
- Highly organized with good time management and the ability to identify priorities when managing multiple work streams.
- Highly motivated self-starter with high levels of resilience and the ability to succeed in a fast paced, changing environment working both independently and as part of a team.
- Enthusiastic, passionate individual with a positive mindset.
- Experience working with CRM system.
- Strong knowledge of MS Office.
Highly Desirable Skills & Experience:
- Experience of SPIN, Pain Chain, Challenger, Solution Selling or similar.
- Experience of working in or with fleet management.
- Experience working as part of an international team.
- Experience of using Salesforce CRM.