It's fun to work in a company where people truly BELIEVE in what they're doing!
- We're committed to bringing passion and customer focus to the business._
About Kyriba
About The Role
The Sales Account Executive (SAE) is responsible for selling into and radiating within assigned target accounts.
Under the leadership of the Sales Manager Italy, the SAE is responsible for managing the entire sales process and for using the KYRIBA sales methodology from penetration through successful deployment.
The SAE is accountable for consistently meeting and/or exceeding assigned booking goals.
This position may be assigned to a defined vertical or assigned across verticals, based on the needs of the business in a particular selling region.
Essential
**Responsibilities**:
- Penetrate new organizations/accounts and radiate new business within existing customer base in assigned portfolio.
- Provide insight to the customer as the basis of the commercial conversation, teaching customers something new/valuable about how to compete in their market.
- Work with KYRIBA's partners to generate KYRIBA value propositions.
- Develop and grow relationship with our key clients within your territory & "Named Accounts" (Upsell - cross sell).
- Responsible for representing KYRIBA and our solutions and services to clients.
- Responsible business conduct within his/her assigned accounts: in-depth understanding of the account's strategies.
- Initiate selling activity where no relationship team or business partner is involved.
- Analyze situation and implements solutions, or develops new approaches.
- Effectively differentiate KYRIBA offerings from competitive alternatives and create customer preference for KYRIBA offerings, based on that differentiation.
- Negotiate with team members and business partners to define approaches and goals, especially as it relates to designing solutions to meet customer needs or defining sales action plans.
- Effectively negotiate with multiple levels of customer management, resulting in successful closing of the sale.
- Develop business and sales strategies for communicating new developments or announcements in the specialty to client teams.
Education, Experience and Skills
- +8 years of direct sales experience.
- Personable, engaging and motivated sales professional driven to make a difference.
- Able to push the customer's thinking to quickly gain credibility and build a strong relationship based on adding value.
- Able to use strong two-way communication skills along with a deep understanding of customers' businesses to push their thinking and direct the selling conversations (The Challenger Sale)
- Able to quickly gain creditability and build a strong relationship based on adding value.
- Ability to actively listen, hear and understand what is said and not said, and comprehend the meaning and intent.
- Ability to persuade and influence, using appropriate interpersonal styles and communication methods to gain acceptance of thoughts, plans, activities, services and products.
- Minimum of Bachelor's Degree in business & management, or an related field
- Success in a sales environment and domain expertise in related industry with a Customer-focused
- Strong track record of sales quota achievement and pipeline generation.
- Business development skills as well as a strong understanding of how software deals are transacted.
- Ability to build strong relationships with CXO Clients based on reliance & expertise
- A charismatic team player, with the proven ability to be part of a high-performance organization.
- Fluency English and Italian is required.
Kyriba Culture and Values:
- Innovation: We foster innovation and entrepreneurial thinking across our team by rewarding employees for their achievements and encouraging efficiency and continual process improvement.
- Client Success: Our passion is to enable our clients' success.
We do this by understanding their needs, and developing and managing solutions that provide them the insight to effectively drive decision making within their organizations.
- Accountability: We each take personal responsibility for our actions.
We are committed to our own continuous improvement and we go the extra mile to meet our clients' needs.
- Respect: We respect each other's ideas, efforts and commitments, and embrace our diverse cultures and points of view.
We achieve our goals through teamwork, responsiveness, open communication and a positive attitude.
- Excellence: We strive for excellence in all that we do and bring the passion and commitment to deliver on our promises.
We achieve excellence through leadership, teamwork, transparency and integrity, and we are committed to recognizing employee achievements.