Enterprise Sales Executive, Manufacturing

About the role

As an Enterprise Sales Executive for the UK, you will be responsible for selling into and expanding relationships within assigned accounts, with a particular focus on organisations in the manufacturing industry. You will be responsible for managing the entire go-to-market process for your territory, from initial penetration through successful deployment. You are accountable for consistently meeting and/or exceeding assigned booking goals.

The ideal candidate will have proven experience selling enterprise SaaS solutions to manufacturing organisations and will understand the specific business, operational and technology challenges faced by manufacturers.

In this position, you will be like an entrepreneur developing your own business with more resources.

What you’ll do

• Penetrate new manufacturing organisations and accounts, and generate new business within existing accounts.
• Provide insight to customers as the basis of the commercial conversation, teaching them something new and valuable about how to compete in their market.
• Work with Kyriba’s partners to generate Kyriba value propositions.
• Develop and grow relationships with key target accounts within your territory, particularly across the manufacturing sector.
• Represent Kyriba and our solutions and services to prospective and existing customers.
• Take responsibility for business development within your assigned territory, including developing an in-depth understanding of each account’s strategy and business priorities.
• Initiate selling activity where no relationship team or business partner is involved.
• Analyse situations and implement solutions, or develop new approaches.
• Effectively differentiate Kyriba’s offerings from competitive alternatives and create customer preference for Kyriba based on that differentiation.
• Negotiate with team members and business partners to define approaches and goals, particularly when designing solutions to meet customer needs or defining sales action plans.
• Effectively negotiate with multiple levels of customer management, resulting in successful sales closure.
• Develop business and sales strategies for communicating new developments or announcements to client teams.

Qualifications

• Proven experience in enterprise SaaS sales, ideally selling to manufacturing organisations.
• A strong understanding of the manufacturing industry, including its business models, operational complexity and key financial or supply chain challenges.
• Direct enterprise sales experience with a strong understanding of how software deals are transacted.
• Personable, engaging and motivated, with a strong drive to make a difference.
• Able to challenge the customer’s thinking, quickly gain credibility and build strong relationships based on adding value.
• Able to use strong two-way communication skills, together with a deep understanding of customers’ businesses, to guide the selling conversation using the Challenger Sale approach.
• Ability to persuade and influence, using appropriate interpersonal styles and communication methods to gain acceptance of ideas, plans, activities, services and products.
• A successful track record in a sales environment, with relevant manufacturing industry domain expertise and a strong customer focus.
• Strong track record of sales quota achievement and pipeline generation.
• Business development skills, together with the ability to sell complex SaaS solutions to enterprise customers.
• Ability to build strong relationships with C-suite clients based on credibility and expertise.
• A charismatic team player, with the proven ability to contribute to a high-performance organisation and team.
• Minimum of a Bachelor's Degree in business, management or a related field, or equivalent experience.
• Fluency in English.

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