Senior Account Executive

Planisware is a global provider of Project Portfolio Management software solutions designed to support product development, engineering, and IT business processes.

We have been dedicated to helping our customers drive strategic and innovation excellence, make confident business decisions, and increase portfolio value for over 20 years. Today, over 500 organizations worldwide rely on Planisware solutions to manage their projects, resources, and portfolios. A global organization, Planisware offices are located in Singapore, the United States, Canada, United Kingdom, Germany, France, and Japan.

WHAT YOU WILL DO

As a Senior Account Executive, your mission is to expand business opportunities in the APAC region. Planisware technology includes a complete Web-based Project & Portfolio Management solution designed for organizations that are looking to enhance and optimize their innovation lifecycle. With an already strong user-base in this market, Planisware is expanding its market shares thanks to a state-of-the-art, flexible and robust offering. Our account executives are responsible for:

General

• Create detailed business plans to facilitate the attainment of goals and quotas
• Sell software and services to clients, prospective clients and supplier partners for generating sales revenues and related contracts
• Meet annual quota as defined by the management
• Coordinate with management team to enhance sales presentations
• Meet productivity metrics as per management team’s directions
• Respond timely to prospect and customers requests

Lead Generation

• Provide general oversight to Biz Dev rep (monitor quality of outbound communications)
• Define Yearly Lead Generation Roadmap
• Conduct follow-up calls to prospective clients
• Lead organization of PPM tours and other lead generation events (tradeshows / conferences, networking…)
• Qualify prospects as per sales commission plan, budget and decision making
• Nurture existing contacts (prospective customers / Partners / Analysts…)

During Software sales process (Opportunity from Qualified to Close)

• Leadership and ownership of the entire sales process from pre-qualified through close and understand process
• Coordinate all activities on the account per process (management, legal and pre-sales mostly)
• Build and document sales activities in company CRM software and document all activities
• Define monthly objective/achievements and record them in salesforce
• Identify and develop an in-depth understanding of each sales prospect, their buying and organizational influences and their decision-making processes.
• Develop and put together Planisware “solution document” highlighting the key solution differentiators
• Handle/prepare customer presentation, quotes, RFIs and RFPs. · Offer products and services to qualified clients through demos or coordinate with pre-sales team
• Liaise with appropriate corporate resources regarding contract terms, statements of work, master service level agreements, etc.
• Run demos for prospects, develop presentations and adapt sales collateral -

During the Implementation

• Write Statement of Work
• Prepare and engage in business development team status meetings.
• Review spending vs. budget
• Review invoices and ensure timely payment

Post Software Sales

• Provide professional after-sales support to enhance the customers’ dedication
• Remain in frequent contact with the clients and anticipate/understand their needs
• Respond to complaints and resolve issues aiming to customer contentment and the preservation of the company’s reputation
• While you will be responsible for achieving sales quota, this opportunity offers a competitive base salary with uncapped earnings potential.

Customer Success Management

• In collaboration with each customer, develop Planisware roadmap for both short and long-term usage; obtain buy-in with customer. Responsible for execution of roadmap
• Manage contracts and all contract negotiations for statements of work for professional services, master service agreements, SaaS agreements, contract renewals, amendments, etc
• Identify and develop an in-depth understanding of each sales prospect within assigned accounts, their buying and organizational influences, and their decision-making processes
• Develop new business within assigned accounts, including opening new opportunities and expanding licenses to meet sales quotas, while ensuring all competitive activities within the account are identified and addressed in order to prevent attrition
• Give in-person and web-meeting presentations to high-level executives
• Forecast and track key account metrics (e.g. quarterly sales results, annual forecasts, and Net Promoter Score), and report on account status
• Work with cross-functional teams within Planisware including product development, support, professional services, sales and marketing to support customer success; communicate improvement suggestions and market research to management

WHAT IS EXPECTED FROM YOU - MUST

• BA/BS and 5 years minimum selling enterprise software and service solutions
• A proven track record of lead generation and qualification, account penetration, growth, and revenue recognition
• Proven experience in selling one of the following applications: Enterprise software, PPM software or portfolio management
• Proven and successful sales experience at managing resources and complex, multidimensional sales effort at the customer-level and corporate environment
• Strong written and oral communication skills
• Willingness to travel
• Self-motivated and enthusiastic; capable of working alone or with a team

PREFERRED

• Strong interest in the field of information technology and in the enterprise software industry
• Proven sales or pre-sales experience with other PPM software offerings
• Solid understanding of the concepts and techniques in all or some of the following disciplines: Project & Portfolio Management, New Product Development, Agile and Scaled Agile.
• Curious, fast learner and technology talented

COMPANY CULTURE

• Good work/life balance in casual work environment
• Diverse and inclusive culture
• Prospects for finance/career progression in a booming company
• Company annual kick-off trip
• Quarterly events/monthly happy hour