Enterprise Account Executive

About Unily

Unily partners with the world’s largest and most complex enterprises to power Organizational Velocity through digital Employee Experience transformation. Iconic brands, including Estée Lauder Companies, CVS Health, and British Airways, use Unily’s market-leading Employee Experience platform to improve productivity, streamline communication, and foster a highly connected workplace.

We have recently been positioned as a market leader across the 2023 Gartner® Magic Quadrant™ for Intranet Packaged Solutions, the 2024 Forrester Wave™: Intranet Platforms and the IDC MarketScape: Worldwide Experience-Centric Intelligent Digital Workspaces 2024. The only company in the industry with this standing. With these accolades we continue to grow and expand our employee community with people who are passionate about joining us on this exciting journey.

Job Purpose

We are delighted to announce a new opportunity for an Enterprise Account Executive within our sales team, reporting to our RVP of Sales. This high-profile role will be pivotal in driving the sales strategy here at Unily following a recent restructure.

The Account Executive is responsible for new customer acquisition, assigned customer account development and expansion reporting to the RVP of Sales. This person will respond to incoming leads, along with developing an outbound strategy for their named accounts. Understand and assess customer needs and uniquely and expertly position our products and services to meet those requirements.

Main Responsibilities

Developing New Business for Unily

• Use business acumen to identify and utilize attractive new customers and opportunities via lead generation tools, social networks, Microsoft, Unily and industry events.
• Contribute and be proactive in the development and execution of UK lead generation programs in conjunction with the marketing department.
• Assist in growing the Unily relationship with Microsoft and other related partners to drive new business opportunities where appropriate.
• Participate in, and on occasion help to organise events, seminars, webinars and other marketing and PR related activities.

Selling to Enterprise Clients

• Build and use knowledge of current and future industry trends to position Unily as a trusted advisor and critical business partner for internal communications solutions.
• Understand and effectively navigate through the politics of large organisations with senior stakeholders.
• Ability to address the complexities of the decision-making process.
• Differentiate between supporters and detractors and appropriately address each.
• Understand and exploit the customer buying process.
• Actively demonstrate knowledge of the competition to proactively position Unily.

Solution Knowledge

• Have a broad and deep understanding of all Unily capabilities and be able to effectively articulate the business value in ways that resonate with the customer.
• Able to effectively engage Unily Consultants in ways that best serve the customer.

Communication

• Actively investigate client needs through effective direct engagement.
• Deliver clear and concise presentations with enthusiasm and passion that demonstrate differentiation and knowledge of our products and services.
• Emphasise key concepts and gain agreement on actionable next steps advancing a sale.
• Assist in the generation of relevant project contracts including responding to RFPs, creating proposals, Service and License Agreements.

CXO Engagement

• Adept at overcoming barriers designed to protect senior management from vendors.
• Skilfully interact with decision makers, including CXOs demonstrating gravitas.
• Understands the roles of all parties involved in a negotiation and their tactics, vision, motivation, sensitivities and intentions.

Negotiation

• Exude confidence and gain trust.
• Remain professional under pressure and demonstrates responsible decision making.
• Diffuse conflict in ways that create additional value and lead to new opportunities.
• Understands roles of all parties in a negotiation and anticipates their perspectives.
• Make sound business decisions based on experience and understanding of the situation.

Building Relationships

• Build effective relationships and collaborate with peers, managers and co-workers across Unily in the UK/Europe, USA, Argentina and Australia/APAC.
• Openly communicate and provide timely feedback and share ideas with the team.
• Maintain a high level of professionalism and represent Unily as an industry leader.

Achieving agreed Quarterly and Annual Revenue targets

• Maintain accurate and up-to-date forecasts.
• Regularly communicate updates including material changes to forecast.
• Be prepared to reach out when support is required.
• Drive for results and focus energy on high value and profitable opportunities.
• Own the sales process from initial contact through closing and hand off to the CSM.
• Utilise Salesforce platform to track all pertinent information related to the opportunity.

Knowledge, Skills and Experience

• Minimum of 5 years or more proven sales success - experience with SaaS based solution sales is a bonus.
• Knowledge of sales practice, strategy, tactics, tools in development of the value proposition.
• Strong all-round knowledge of the IT landscape with a technical solution understanding – familiarity with the Microsoft solutions stack for Azure and Office 365 is preferred.
• Proven track record of building customer relationships and managing key stakeholders.
• Ability to clearly and effectively communicate with business, technical and C-level executives.
• Has some vertical expertise selling solutions into one or more key industry segments.
• Strong verbal skills with the need for occasional public speaking to large groups.
• Knowledge of Content Management, Intranet Solutions and Digital Workplace concepts.
• Internal Communications and Employee Engagement Solutions background would be ideal.
• Customer friendly, with a commitment to doing right by our clients.

We are united by a shared purpose and are committed to truly understanding each other. We know that everyone is unique and has their own story. We strive to have a diverse workforce that embraces and celebrates one another. We are united in building connections and curious to learn from each other so that we continue to grow together to build the workplace of tomorrow.

Why Work for Unily?

In addition to a generous base salary and discretionary company bonus, here are somethings we think you will love:

Our awesome team culture. We are focused on achieving results as a team and having fun whilst we do it. You won’t find a friendlier or more dedicated bunch of people.

Our industry leading product. We are very proud of our ever-evolving product, naturally we use (and love) it internally and provide the tools and resources for you (and our clients) to become a Unily expert.

The flexibility that we offer. We don’t just mean working from home occasionally. We operate on a hybrid basis, and also recognise that life happens during the 9-5.30 and encourage a sustainable work/life balance.

Our bright and modern office spaces. When you need to be in the office we want it to be like being at home. We have a well-stocked kitchen, ample parking and the option to bring your dog to work.

We offer a fantastic suite of benefits:

23 vacation days, 10 sick days and 1 annual volunteer day. We offer medical, dental and vision coverage at $0 payroll cost at the employee-only coverage level and cover 50% for all other level. 1x your annual salary in Life and AD&D coverage at no cost to you. 3% match on your 401(k) and no vesting schedule after your first 90 days

Our commitment to sustainability and giving back to the community. We know working for an organisation that takes its environmental & social impact seriously is important, and we are proud to offer 1 fully paid volunteering day per year, an employee matching charity donation scheme and options to lease an Electric Vehicle through our salary sacrifice scheme.

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