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You possess a passion for sales and thrive in managing the complete lifecycle of a deal, from initial prospecting to final closure. You excel at identifying strategic accounts and uncovering opportunities for sales within them. Your persistence and ability to address objections from potential clients set you apart. In this role, you will be accountable for generating revenue from accounts in specific sectors such as Manufacturing, Insurance, Banking, and Healthcare, guiding them through their digital transformation journeys with Liferay's solutions. Key Objectives Drive New and Growth Annual Recurring Revenue. Manage the entire sales cycle from initial customer engagement to closure. Gain a profound understanding of the operational dynamics of specific businesses and the priorities influencing top-down decisions. Acquire new clients and secure contracts that meet assigned sales targets. Prospect for potential clients using various direct methods such as calls and face-to-face meetings, as well as indirect methods like networking within the designated vertical or account segment. Consult with prospects regarding their business challenges and requirements, presenting a range of options and the associated cost benefits. Maintain a high level of relevant domain knowledge to engage in meaningful discussions with prospects. Collaborate across functions. Work alongside technical staff, product specialists, and Solution Sales leads as necessary to address customer needs. Build strong relationships with our channel and partner companies to deliver comprehensive solutions to clients. Foster robust relationships with our existing customer base to enhance retention and add value. Collaborate with marketing and vertical pod resources to strategize and execute lead generation campaigns. Create and deliver presentations for senior management and decision-makers. Draft and present proposals, RFP/RFI responses in a professional manner. Manage renewal contract opportunities, revenue, and renewal rates for your assigned portfolio, overseeing all operational tasks related to the renewals process, including cross-functional coordination, administration, paperwork, and customer communications. Enhance Average Contract Value and Multi-Year Agreement Mix by negotiating incremental contract value and term length directly with clients. Identify business initiatives and pain points, linking them back to Liferay solutions. Develop and maintain key account plans that pinpoint opportunities for Liferay to deliver value, strategic motivators, primary stakeholders, buying processes, and forecasted sales using our corporate sales methodology (Miller Heiman). Provide forecasts on best-case and most likely sales volumes over relevant timeframes. Represent the company and its brand positively in the marketplace through your conduct and professional presence. Required Qualifications Extensive experience in selling enterprise-level software solutions (Content Management, ERP, CRM, eBusiness, and/or eCommerce applications preferred) to Fortune 1000 and Mid-Market Enterprise accounts. Senior-level experience in prospecting and self-generating leads (e.g., Social Selling, Targeted Accounts). Ability to cultivate executive client relationships and comprehend their business needs and challenges. Exceptional prioritization and self/time management skills. A proactive sales mindset focused on New Business. Solution-oriented seller emphasizing value and ROI over features and functionality. Understanding of the dynamics of working in small teams to achieve significant goals. Foundational knowledge of technical environments where Liferay and its products are applicable. Basic understanding of IT operations and their functioning. Excellent presentation capabilities. Strong written and verbal communication skills. Willingness to travel (50%). What We Offer Competitive salary package with benefits based on qualifications and experience. Opportunities for professional growth and increased responsibility. A positive and collaborative work environment. Insights into employee experiences at our company. Engagement in an open-source culture. Equal Opportunities Employer - Statement Liferay is dedicated to ensuring equal treatment for all candidates, customers, and employees, fostering a workplace culture of dignity. Our operational procedures promote equal opportunities in recruitment and employment, aiming to eliminate discrimination against any job applicant or employee based on race, age, sexual orientation, gender, religion or beliefs, marital or civil partnership status, family or dependency status, disability, pregnancy and maternity, or membership in a traveling community.
