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Senior Account Executive

Sales @ Bracknell, West Berkshire, United Kingdom

Job Summary

In this capacity, the field SAE will work closely with our Inside BDR team to focus on new business and assume the ownership role for their assigned named accounts and drive the identification and qualification of opportunities while executing account strategy and generate license, support and services revenues. In addition, the SAE will facilitate cross-functional collaboration within the Progress Software organization including Sales, Engineering and Development, Customer Support and Professional Services and will facilitate and maintain successful relationships with customers, which will be measured by their willingness to be a reference, customer satisfaction levels, increased revenue levels and overall account penetration. In addition, the SAE will develop “Trusted Advisor” status with their respective accounts in an effort to achieve a long-term, sustainable partnership
  • Implement and execute effective sales and services strategies to ensure maximum penetration of their respective assigned accounts.
  • Build strong customer references by consistently setting realistic expectations early in each sales campaign and meeting or exceeding those expectations through successful execution of Progress’ Customer Engagement Model (CEM)
  • Develop an extensive knowledge base of all assigned accounts, including their business profile, key players, competition, application and technology footprint, buying processes, compelling events, political environment and strategies
  • Build an Account Plan for assigned target accounts, keeping them up-to-date on an ongoing basis and sharing its content with the virtual account team members
  • Seek to expand and strengthen Progress’ presence by establishing proactive relationships with influential people, both within the customer and related third parties
  • Facilitate customer satisfaction through the proper deployment of the appropriate Progress resources to successfully execute the CEM
  • Attend and participate in customer team meetings, and leads these as appropriate, and communicate regularly with virtual team members to ensure customer satisfaction
  • Identify, pursue, and close new sales opportunities through the execution of the CEM
  • Position Progress to win new business within the account by developing, communicating, and driving effective selling strategies that are based on valid, customer-specific value propositions
  • Work collaboratively with our team of partner account managers to build our profille in the System Integrator/Service Provider and BPO communities
  • Conduct at least 4 face to face meetings per week on average

Minimum of 8 years direct software sales experience. Negotiating and selling software technology into corporate accounts is a major requirement to be considered for this role

  • Proven track record of successfully closing large deals over $250k - $1 Million + 
  • Documented record of exceeding quotas and developing new business 
  • Ability to work in collaborative environment
  • Bachelor’s degree in business, computer science or engineering or equivalent work experience
  • Familiarity with selling methodologies, customer engagement models and CRM applications (e.g. SalesForce.Com) 
  • Must be technical enough to come up to speed on products quickly and deliver feedback in relation to deals 
  • Ability to travel approximately 50-75% of the time, primarily within your Geography


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