Senior Enterprise Sales Executive

hace 4 días

Santiago, Metropolitana, Chile Liferay A tiempo completo
About Liferay

Liferay, Inc. is a pioneering B2B enterprise software company with a global presence, boasting a diverse workforce of over 1,200 talented individuals across the world. As a leading provider of enterprise open-source technologies, we have been recognized by Gartner for empowering businesses worldwide to tackle complex digital challenges. Our Liferay Experience Cloud is a comprehensive solution that integrates our Liferay DXP and cloud platform capabilities with built-in analytics and B2B commerce functionality, streamlining the time-to-market and enabling accelerated innovation for notable customers such as Airbus, US Bank, Honda, and Desjardins.

However, our mission extends beyond creating exceptional software. We are driven by a greater-than-profit vision, aiming to build a vibrant business, make technology useful, and invest in communities, ultimately enabling people to reach their full potential and serve others.

About You and this Role

You will thrive in this role if you have a passion for sales and the full lifecycle of a deal, from prospecting to closing. You will excel at mapping out strategic accounts and identifying opportunities to sell within them. Your persistence and ability to handle objections from potential customers will be key to your success. As a Senior Enterprise Sales Executive, you will be responsible for driving revenue for accounts in specific verticals such as Manufacturing, Insurance, Banking, and Healthcare by enabling them on their digital transformation journeys using Liferay's solutions.

Key Objectives
  1. Responsible for New and Growth Annual Recurring Revenue.
  2. Drive the entire sales cycle from initial customer engagement to close.
  3. Develop a deep understanding of the way a specific business operates, and the priorities that drive decisions from top-down.
  4. Acquire new customers and secure contracts that achieve assigned sales targets.
  5. Prospect for potential customers using various direct methods such as calling and face-to-face meetings, and indirect methods such as networking within the assigned vertical or segment of accounts.
  6. Consult with prospects about business challenges and requirements, as well as the range of options and cost benefits of each.
  7. Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects.
  8. Collaborate cross-functionally.
  9. Work with technical staff, product specialists, Solution Sales leads, where required to address customer requirements.
  10. Cultivate strong relationships with our channel and partner companies that may be required to deliver full solutions to customers.
  11. Build strong relationships with our current customer base to drive higher retention and value add to customers.
  12. Work with marketing and vertical pod resources to plan and execute lead generation campaigns.
  13. Create and deliver presentations for senior managers and decision makers.
  14. Draft and deliver proposals, RFP/RFI responses in a professional manner.
  15. Driving Higher Renewal Revenues: Directly responsible for renewal contract opportunities, revenue, and renewal rates for assigned book of business. Responsible for all operational tasks related to the renewals process: cross-functional coordination, administration, paperwork, and customer communications.
  16. Increasing Average Contract Value and Multi-Year Agreement Mix: Responsible for negotiating incremental contract value and term-length directly with customers.
  17. Ability to uncover business initiatives and pain points, tie it back to Liferay solutions.
  18. Develop and maintain key account plans that identify opportunities for Liferay to deliver value, strategic motivators, main stakeholders, buying processes, and forecasted sales utilizing our corporate sales methodology (Miller Heiman).
  19. Provide forecasts on best-case and most-likely sales volumes over relevant time periods.
  20. Be a positive representative of the company and its brand in the marketplace through your conduct, social media presence, LinkedIn, etc.
Required Qualifications
  1. Strong experience selling enterprise-level software solution sales (Content Management, ERP, CRM, eBusiness, and/or eCommerce applications preferred) into Fortune 1000 and Mid-Market Enterprise accounts.
  2. Senior experience prospecting and self-generating leads (social selling, targeted accounts).
  3. Ability to build executive client relationships and understand their business needs and challenges.
  4. Outstanding prioritization and self/time management skills.
  5. A hunter sales personality - the position is focused on New Business.
  6. Solution seller focused on selling on value and ROI vs features and functionality.
  7. Understand the limitations and virtues of working in small teams to accomplish big goals.
  8. Foundational understanding of technical environments where Liferay and its products are applicable.
  9. Foundational understanding of IT operations and how they operate.
  10. Excellent presentation skills.
  11. Excellent written and verbal communication skills.
  12. Willingness to travel (50%).
What We Offer
  1. Salary package w/ competitive benefits according to qualifications and experience.
  2. Opportunities to take responsibility, grow professionally, and Stay Nerdy.
  3. A positive and collaborative work environment.
  4. Check out what employees say about us on [insert link].
  5. Working at a open-source company.
Equal Opportunities Employer - Statement

Liferay is committed to the equal treatment of all candidates, customers, and employees and to fostering a culture of dignity at work. Our operating procedure provides for equal opportunities in recruitment and employment with the aim to eliminate discrimination against any job applicant or employee on the basis of race, age, sexual orientation, gender, religion or beliefs, marital or civil partnerships status, family or dependency status, disability, pregnancy, and maternity or membership of a traveling community.

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