Named Account Executive

4 semanas atrás

Sao Paulo, Brasil R3 Tempo inteiro
**Day to day responsibilities include**:
- Prospecting, qualifying, negotiating, and closing new business to R3 existing and net new customers
- Relationship Management, as well as the account’s Master Services and License Agreements and Annual Contract Revenue (ACV) to achieve / exceed quota targets
- Align R3 solutions with the customer’s strategic objectives, developing best practice account and territory plans to ensure revenue and bookings target delivery and sustainable growth
- Develop relationships in new and existing customers and leverage to drive strategy through complex organizations
- Establish strong management and C-level relationships based on knowledge of customer requirements, industry needs and opportunities, and commitment to customer success
- Actively understand each customer’s technology footprint, strategic growth plans, Distributed Ledger Technology (DLT) roadmap, 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
- Lead named territory, including accounts, account relationships, prospect profiling, and sales cycles
- Encourage all accounts to become R3 references and ambassadors
- Utilize value-based selling, and ROI data to support the customer’s decision process
- Pipeline planning, following a disciplined approach to maintaining a sales pipeline, current and moving up the pipeline curve
- Leverage internal departments including marketing, inside sales, strategic alliances, to support pipeline healthy into the named territory
- Support all R3 promotions and events in the territory, taking on an active sales leadership role at R3 events
- Orchestrate internal and partners resources to execute winning sales strategy
- Understand R3’s competition and effectively position R3 solutions value
**Skills and experience**:
- Mandatory Language Fluency: Portuguese - native, English - advanced or fluent
- Business experience in Sales or Consulting with complex business software / IT solutions
- Experience in a direct, quota-carrying sales role with proven track record of achieving and/or exceeding consistent quarterly and annual targets
- Possess strong presentation skills and command credibility with senior business and technology executives
- Strong communication and interpersonal skills, with the ability to effectively navigate and mediate conflict and foster honest dialog under challenging conversations
- Experience in Pricing, Proposal Management, and Software/SaaS and IT Professional Services Contract Negotiations
- Demonstrated ability to orchestrate the team to lead/organize business discussions with customers and architect the value of the R3 Enterprise solutions
- Be a problem solver and a team player with excellent organizational skills and an entrepreneurial spirit
- Experience working with SaaS and Platform solutions preferred
- Knowledge of the Distributed Ledger Technology ecosystem and experience working with ISV’s and Alliance partners would be a plus
- Spanish - advanced or fluent (nice to have)
At R3, we encourage a diverse and inclusive workforce. If you don’t meet all of the above criteria, but you think you’d be a great addition to R3, send us your CV. We’re always interested in meeting collaborative people who are excited to work with us.

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