Senior Sales Executive

Job Purpose

The Sales Executive will drive sales and business development efforts across our enterprise customers and prospects. You operate as a key member of a global sales team, driving our growth agenda and you are primarily responsible for achievement of sales targets and the implementation of the sales strategy.

Key Responsibilities

• Perform sales activities to achieve sales targets established by sales leadership
• Preparing and executing territory sales plans to achieve sales targets established by sales leadership
• Working in accordance with Gresham’s consultative sales methodology and general commercial strategy
• Coinciding with pre-sales and other specialist resources as needed to achieve sales targets
• Generating pipeline within targeted accounts leveraging direct outbound efforts, marketing resources, and professional networks
• Negotiating, or assisting with negotiations for terms and conditions or service agreement, dependent on deal size
• Identifying and presenting compelling proposals on where Gresham’s solution will add value vs. existing systems or competitive options
• Building long-term relationships and referrals with potential clients, establishing and maintaining relationships with primary alliance partners and identifying new market and growth opportunities/revenue streams to build a strong sales pipeline
• Proactively communicating and prospecting with via phone, in person and using electronic channels
• Maintaining weekly communication and reporting to senior sales management
• Assisting in market research and building prospective client profiles with respect to their current systems, potential future software investments and strategies, and key decision makers
• Performing competition analysis with respect to strengths, weaknesses, and opportunities and threats

Essential Skills & Experience

• 5+ years of previous sales experience with a successful track record of selling global enterprise deals in the financial services sector
• Experience executing strategic sales plans across a defined territory; identifying prospects, evaluating position in the industry and targeting through varying mechanisms
• Study industry trends to understand how to best penetrate the market. Research and cold call to identify potential customers and to find out their needs
• Proven ability to manage a large territory and follow a structured sales process from inception to closing deals at the executive level

Desirable Skills

• Ability to deal with all levels within an organisation, in a consultative way and demonstrate strong negotiation skills
• Exceptional communication, presentation and interpersonal skills; able to establish interest, trust and credibility
• Self-motivated, tenacious, with an organised and focused approach
• Able to maintain strong relationships with integrity and honesty, dealing ethically with customers and prospects