Account Director

Summary

Smart Communications is looking for a talented Account Director level sales executive who will be responsible for developing specified sectors and vertical market offerings in Ireland/Northern Ireland in support of an annual software target of approx. $1.0M (ramped for new starters). Primary activities will include:

• Creation of a strong pipeline of new business opportunities across regulated markets,
• Cross sell/upsell, identifying new opportunities for revenue generation by managing existing customer accounts.
• Working with the marketing operations team/s to identify most effective campaigns.
• Expansion of key verticals to focus efforts, creating appropriate value propositions.

Candidates should be comfortable with £500,000+ complex SaaS sales and 6-12 month sales cycles, dealing with high-level business and IT contacts within customers and prospects.

About Smart Communications

Smart Communications provides the platform that leading organizations trust to deliver personalized, consistent, and compliant conversations across all touchpoints and channels. The Conversation Cloud™ consists of SmartCOMM™ ,for enterprise-scale customer communications, SmartIQ™ for digital forms transformation, and SmartDX™ , for trade documentation. Over 650 enterprise organizations across the globe rely on Smart Communications to simplify and automate complex processes and deliver highly secure, frictionless experiences across the customer lifecycle. To learn more, visit smartcommunications.com.

The responsibilities of the role include:

Deliver revenue, and develop and manage your territory/sector to:

• Exceed quota in annual software SaaS revenue, producing consistent quarter by quarter revenue growth through new business opportunities.
• Further develop Smart Communication’s value propositions in defined sector(s).
• Build understanding and knowledge of Smart Communication’s competitive advantage within the sector and be fully confident presenting and demonstrating this to prospects and partners, as well as internally within Smart Communications.
• Develop new business opportunities through specific marketing campaigns/seminars using extensive market knowledge and leveraging our partner network.

Demonstrate strong communication and collaborative working skills being able to:

• Map and build senior level relationships across the sector and partner organisations.
• Partner effectively with internal teams, such as pre-sales, professional services, alliances, and customer success to ensure that the needs of prospects and customers are met, both during the sales cycle and through their lifetime as a Smart Communications customer.
• Ensuring Smart Communication remains ahead of the competition by sharing competitive knowledge acquired.

Effectively manage sales processes to mitigate risk to Smart Communication, including:

• The commercial & legal negotiation process in partnership with Smart Communication’s legal representatives.
• All stages of the bid process, using Smart Communications’ resources in the most effective way.
• Maintaining accurate account, contact and opportunity records in Salesforce.com on a weekly basis, using Solution Selling or other sales methodology on major opportunities and providing accurate forecasts.

Be an active team member of the global Smart Communications team by:

• Participating in Smart Communications company initiatives.
• Familiarising yourself and complying with company procedures.
• Always being an advocate for Smart Communications.

Performance Indicators:

• Constantly meet and exceed financial revenue targets.
• Build and maintain a sales pipeline providing a foundation to exceed fiscal revenue targets.
• Develop a marketing plan with Smart Communications marketing and telemarketing groups.
• Accurately forecast using Salesforce.com.
• Maintain Account plans for major opportunities and target accounts.
• Maintain positive 360’ feedback from Smart Communications colleagues.
• Build and maintain a set of productive partnerships.
• Customer retention.
• Demonstrate strong product and competitive knowledge.

What we’re looking for:

Must have skills/experience:

• Proven track record selling high value SaaS solutions and/or software licenses in the defined sector and geography.
• It would be highly advantageous to have a good understanding of:
• CCM, ECM & BPM Solutions
• Salesforce Ecosystem
• CRM (One to One marketing, 360’ view of a customer etc.)
• Document Composition Solutions and general CCM market drivers
• Proven success in building relationships with key influencers and the ability to leverage his/her sector network in both the Partner and Prospect communities.
• Proven ability to interpret client’s business requirements into a Smart Communications solution using ROI to create compelling events that will drive buying decisions.
• A track record in building and growing business in the aforementioned regions quickly.
• Excellent presentation, verbal and written communication skills.
• Sound technical understanding of the Smart Communications solution and how it fits into SOA architecture.
• Resilient during competitive evaluations and demonstrates robust commercial decision- making and negotiating skills.
• Consultative sales approach with an inspirational ‘Can do / Will- do’ attitude.
• Comfortable with Salesforce.com and solution selling, Target Account Selling (TAS), MEDICC and/or other sales methodologies.
• Ability to travel regularly.
• As Smart Communications’ global business language is English, candidates must be able to communicate fluently in English. Where the local language of territory covered is not English, then fluency in one or more of the local languages is also required.

We look for the following SMART values in everyone we hire at Smart Communications:

• Speak Openly - We are positive, creative, helpful, kind and we have fun. We listen and provide constructive feedback. Through meaningful conversations we encourage each other to be the best that we can be. We’re not complainers we’re problem solvers.
• Make a Difference - We focus on the things that matter and prioritize the things that have the greatest impact. We celebrate success and hold ourselves accountable for our choices. We don’t sit on the sidelines.
• Agile & Flexible - We are focused on evolving, improving and growing. We think differently and challenge the status quo with open minds. We ask ‘why?’ so that we can help remove complexity. We don’t allow hurdles to get in our way.
• Results-Focused - We get stuff done by being efficient, working at pace and paying attention to detail. We focus on finding solutions and fixing things. We don’t believe in being busy for the sake of being busy, we focus on productivity.
• Teamwork - We are stronger and better together. We collaborate, trust and support each other to deliver results for our company and our customers. We don’t want anyone to feel disengaged, we’re in this together!

What’s the deal?

We will provide you with the tools, equipment and support to give you the best possible chance of success and over-achieving your goals. Salary will depend on your experience and will be highly competitive.

In addition to a friendly and fun working environment, we provide a range of other benefits, including extensive health insurance, income protection, life assurance, subsidised gym membership, leisure travel insurance, pension contribution and 25 days’ holiday allowance plus an additional day off for your birthday!

This role is fully remote. / This role has a hybrid setup with occasional work from the office required.

So, if we interest you, please let us know by applying for this position and tell us all about yourself.

Please note: we only consider applicants with current legal right to work in the countries in which our positions are based. All qualified applicants will receive consideration for employment regardless of colour, religion, sex, national origin, sexual orientation, age, disability, marital status or gender identity.

To learn more about Smart Communications visit:

https://www.smartcommunications.com/