Account Executive – Collaborate (Benelux & Nordics) [Belgium]

 Posted: 26/05/2023
Closing Date: 30/06/2023
Job Type: Permanent - Full Time
Location: Belgium

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Job Category: Sales

Every second millions of critical systems and networks keep the world ticking. And every second, thousands of teams work tirelessly to maintain order. But the threat of a problem is never far away. IR makes sure these systems run at their best and predict vulnerabilities before they arise.

More than 1,000 organizations in over 60+ countries - including some of the world’s largest banks, airlines and telecommunications companies, rely on IR to provide business critical insights and ensure continuity-critical systems deliver high availability and performance for millions of their customers across the globe.

Our purpose is to create clarity and insight in a world of connected devices.

Job Description

We’re looking for an experienced Account Manager, Europe, Collaborate to accelerate our growth across the region. In this role you will be responsible for achieving your quota through sales of Performance Management Monitoring Software for MS Teams, Cisco and Avaya Communications Systems into Managed Service Providers and Enterprises across your territory.

Key success criterion for will be defined by the following areas of focus:

Grow and develop the sales and solutions capabilities
Manage pipeline, commit, and ongoing reporting requirements
Establish high quality forecasting, planning and sales processes
Analyse and manage pipeline activity
Provide guidance on finding creative, business-oriented solutions
Act as escalation point for commercial related disputes
Define prospecting expectations and ensure lead generation programs are effective
Provide input to training requirements and development
Desired Skills and Experience

There will be many opportunities for you to learn and grow into this role and IR. However, to be able to best deliver on the purpose of this role, these are the core skills and experiences you should have on day one:

Minimum 10 years proven experience and success in consultative B2B. selling software solutions and services, focusing on C-level, executive, and management stakeholders
3+ years’ experience achieving outstanding sales results in technology solutions
Experience of selling monitoring solutions and a strong Unified Communications & Collaboration UCC and Contact Centre CC background selling into Enterprise and/or Service Providers is a plus
Experience of working with or in Tableau, Orange Business Services, Accenture, Capgemini, Deutsche Telekom, Microsoft, Cisco or HPE would be an ideal
A comprehensive understanding of sales pursuit and nurturing, sales strategy, and procurement process
Experience developing customer focused sales strategies with a particular focus on Service Provider and Large Enterprise
Experience of new logo sales and cross-selling into an existing customer bass
Identifying unique and complex business challenges and solutions, champion customer asks, blockers and escalations to progress deals faster into closure and inform the GTM strategy for IR Collaborate sales motions in assigned territories and accounts
A self-starter who is goal driven with a hunger to achieve and the ability to work autonomously
Comfortable setting priorities, leading forecasting, and driving planning and financial tracking to ensure a successful business
Ability to build positive relationships with business and technical leaders across the customer base
Demonstrate strong track record in persuasive negotiation
Ability to determine and understand the clients’ business issues and needs
Develop short and long-term strategies
Collaborate, influence and negotiate at a senior management level leadership
Understand how to evaluate, interpret, and incorporate financial data in daily decisions to understand the organisation’s financial goals
Demonstrated ability to build and maintain executive level relationships internally and externally
Working across Boundaries - Ability to work cross-functionally with multiple business units, partners, and solution teams in complex business engagements to leverage multiple domains in creating vertical/segment specific solutions clients
A keen sense of ownership and drive
Exceptional analytical and research abilities
Advanced financial understanding and problem-solving skills
Highly developed presentation and communication skills
General proficiency in Microsoft applications, particularly Excel and PowerPoint

Languages:
Fluent in English,
Fluent in Dutch, French or German,
Fluency in Spanish, Italian is a plus

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