Account Executive - Altium 365

About the Opportunity: 

The New Initiatives Account Executive is a foundational role on the team that is ensuring Altium’s continued growth. In this role, you will drive strategic initiatives for Altium by effectively positioning new products on our Cloud Platform by targeting a set of prospective and existing accounts. Success in this role requires a consultative approach to deeply understanding our customers' challenges and goals. Ultimately you will be responsible for identifying and selling the solution packages that help our customers reach their business objectives and blaze new trails within their organizations. You play a critical part in our Cloud go-to-market strategy, and you will be set up for success within a fast paced, collaborative, and inclusive culture.

Who you are and what you’ll need for this position:

You are a self-starter and an innovator. You will establish relationships within a defined set of accounts to achieve net new revenue growth targets for your given territory. By leveraging analytics, case studies, past performance, and market intelligence, you will create a territory plan and craft your own target account strategies. You will then apply these strategies and leverage your extended sales team and partner ecosystem to sell the value and long-term ROI of one or more of our industry leading solutions.

Post-sale you will lead in orchestrating the transition of these accounts as well as the sales playbook to our established digital and enterprise sales teams as you continue to focus on new initiatives.

A Day in The Life of Our Account Executive: 

• Strategic product planning - Follow a disciplined and analytical approach to planning and maintaining a use portfolio of use cases and effectively positioning the platform. Keep pipeline current and progressing and provide effective feedback on strategic considerations such as pricing and positioning.
• Sales strategies - Develop effective and specific account plans to maximize new product revenue growth. Develop and leverage relationships throughout our strong based of existing accounts and in your net new customer accounts to drive strategy through organization.
• Creative marketing and prospecting – Think outside-the-box to cultivate awareness of the Altium vision. Strong planning and execution of targeted campaigns for your territory.
• Customer Acumen - Actively understand each customer’s strategic growth plans, technology footprint and corresponding technology strategy, internal challenges and competitive landscape. Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Account Transition – After successfully closing your initial sale, you will orchestrate the transition of the account to our Digital Sales or Enterprise team.
• Net New Revenue, Adoption and Conversion – Execute on new business revenue goals for the organization, while closely working with our CSM and support organizations to ensure effective adoption.

To be successful in this role you have:

• Proven track record of positioning SaaS / PaaS products and/or Management Consulting, with a demonstrated ability to generate new business at new accounts, especially in startups.
• Ability to understand broad, macro-level business needs for a prospective client.
• Ability to break down a complex sales process into discrete activities and see steps ahead to deliver customer outcomes.
• Excellent interpersonal skills to inspire and lead a matrix team to establish trust and credibility with prospective customers.
• Demonstrated perseverance, resilience, and savvy to find new creative paths to open doors, increase interaction and participation, and engage prospects.
• The ideal candidate lives our values to “stay hungry and humble” and doesn’t take their success for granted, always curious, ready to learn and evolve.
• Travel up to 50% (depending on geography/region).

Preferred Qualifications:

• Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role and other transferable qualifications/experience
• 8+ years of quota-carrying, technology solution-based direct sales experience, solution engineering, solution architecture, and/or enterprise marketing, penetrating new products.
• Strong sales strategy skills and demonstrated experience prospecting and bringing in new business.
• Experience and success selling a variety of SaaS solutions across all lines of business.
• Demonstrated experience in keeping accurate forecasts your territory, monthly/quarterly/annually, utilizing sales tools and analytics to target customers with higher propensity to buy, and creating strategies that maximize success.
• Ability to thrive in a fast-paced environment and effectively collaborate with adjacent teams and enable the ‘scale up’ process
• Fluency in English 

Benefits:

🏥 Private health insurance including dental coverage
🌅 Pension scheme with company match up to 9% 
🧘 nilo.health + Calm App, mental health and wellbeing support 
📚 Professional development support
🥳 Employee referral and employee-of-the-month programs
🏖 28 days' holiday + public holidays and special leave
🖥 Home internet and remote working allowance 
🏡 Flexible working arrangements available based on role and location
👶 Enhanced family and special leave
💪 Corporate membership rates with national gyms 
🥪 Free lunch, snacks, and drinks in the office
🚗 Electric car charging stations, free office parking, bicycle, and scooter storage