Esker is the global authority in AI-powered business solutions for the Office of the CFO. Leveraging the latest in automation technologies, Esker's Source-to-Pay and Order-to-Cash solutions optimize working capital and cashflow, enhance decision-making, and drive better collaboration and human-to-human relationships with customers, suppliers and employees. Esker operates in North America, Latin America, Europe and Asia Pacific with global headquarters in Lyon, France, and U.S. headquarters in Madison, Wisconsin
Role DescriptionThis is a full-time Enterprise Account Manager role located on-site in Busto Arsizio. The Enterprise Account Manager will be responsible for account management, lead generation, business development, and maintaining strong client relationships on a day-to-day basis.
The Account Executive identifies, qualifies and promote Esker solutions and services to customers and prospects across Large Enterprise organizations, while maintaining successful relationships with clients beyond the initial software sale to grow ESKER presence and adoption.
Educational RequirementsBusiness School Degree in Economics is preferredExperience in selling software Solution to net new accountsRequires 5+ years of experience in software sales in a direct account ownership roleExperience to manage full cycle complex sales.Demonstrated ability to manage opportunity in a complex customer environment with multiple contacts involved.Proven history of achieving and exceeding quota targetBusiness acumen to understand customer drivers and business painsNatural ability to interact at C-Level to position the values of Esker's Solutions and ServiceEntrepreneur mindset, self-motivating profile is required.Prospecting and New Business Skills (high energy, persistent, well organized)Ability to develop Complex organization type of account, Global Accounts management is a plusOpen to counseling, disciplined, open minded, flexible and pragmaticStrong communication and presentation skills.Awareness of Sandler sales methodology, Solution Selling or MEDDIC/MEDDPICC is a plus.Key Tasks / DutiesDevelop Account Planning for the assigned accounts in order to drive the extended team to grow ESKER presence and adoption.Qualifies leads and contact lists to generate opportunities with business users in current accounts.Cold calling and prospecting on a weekly basis.Develop articulate and present business cases with ROI arguments to potential customersArrange appointments to visit prospects and engage in business discussionsPrepare and deliver functional demonstrationsWorks in relationships with consultant or post sales to get technical data if necessary, or with other department to resolve customer requests and problems.Develop and present commercial proposalsNegotiate prices, terms and conditionsActively engage with field marketing to generate new business leads and inquiriesWorks in partnership with resellers or alliances providing sales, marketing or technical support in order to win new customersProvides post implementation follow-up with customers and resellers to ensure satisfaction with products and services.Develop relationships with existing customers to generate incremental license and services revenues.Maintains appropriate sales records and prepares sales reports and forecast as requiredknowledge of Salesforce platform is a plusAbility to travel 50% of the time if requiredQualificationsAccount Management and Sales skillsExperience in Lead Generation and Business DevelopmentProficiency in Sales OperationsStrong negotiation and interpersonal skillsAbility to analyze data and trends to drive sales strategiesExcellent communication and presentation abilitiesExperience in the SaaS industry is a plusBachelor's degree in Business Administration or related field
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