Strategic Accounts and Alliances Manager
Opportunity Description
You can sell software in a vendor parade and hope to make money or you can join Aurachain … selling industry-disruptive software that bridges two of the top growth sectors in global technology.
The Business Development Mgr., Strategic Accounts and Alliances, will focus on driving sales and revenue from the Aurachain platform through direct engagements with tier 1 and 2 target client organizations and through collaboration with strategic technology and consulting partner organizations in the UK. In this role, the individual will manage the progression of all direct and target partner driven opportunities from inception to closure, including target account identification and qualification, account penetration, presentation and sales of our product value proposition, proposal development, negotiation and contracting. The individual holding this role will be supported in their day to day efforts by technical client engagement resources, as well as experienced management personnel where and as is required.
Position reports directly to the VP Sales Europe and Gulf.
Responsibilities
- Meet and exceed established sales goals.
- Identify target organizations for the Aurachain platform within target sectors such as Banking, Fintech, Government, Insurance, Real Estate and Supply chain.
- Identify and connect with target buying influences within these organizations to generate leads and drive sales.
- Position and communicate the Aurachain value proposition across all pertinent buying influences within target opportunities.
- With the support of tech client engagement personnel, be able to present use case demonstrations for prospect organizations.
- Manage the end to end transaction cycle across all buying influences, within each target opportunity.
- Work internally to meet the legal and commercial objectives of Aurachain to satisfy client requirements.
- Engage for purpose technical client engagement and other organizational resources (local and remote) for driving opportunities for closure.
- Help identify and engage collaborative partnerships with strategic technology and consulting targets in the UK.
- Lead Aurachain value sale within collaborative partner sales opportunities.
- Evangelize the value of Aurachain across target stakeholders within target partner organizations.
- Develop client proposals for sale of Aurachain products.
- Timely reporting on sales activity and revenue forecast in all IT Systems.
- Reporting on sales activity and revenue forecast.
- Provide critical field input for corporate strategy development and future planning.
- Keep abreast of products, market conditions, competitive activities and industry trends.
- Represent Aurachain at regional direct and partner driven events.
Desired Skills & Experience
- Minimum of 10 years of business-to-business, enterprise software, sales experience.
- Proven track record of above quota achievement.
- Vertical market exposure within one or more listed target verticals.
- Demonstrable experience of prospecting/selling to Line of Business and C-suite stakeholders.
- Proven depth of business acumen and solution selling skills that combine to deliver compelling business centric customer solutions.
- Experience with complex transaction management, where consensus decision making is the norm.
- Ability to establish clear value propositions via excellent communication skills in these forms: customer conversations; company and product presentations; written communications such as email and proposals.
- Demonstrates urgency and has a strong tendency towards action.
- Can illustrate from background experience working in team-based sales approach.
- Experience selling using a sales methodology such as Miller Heiman, or Meddicc a plus.
- 5 years sales experience in the region.
Travel
Regional Travel anticipated at 25% – 35% per month based on territory development.
Compensation
Compensation program will include base salary commensurate with experience, plus commissions, based on levels of quota achievement.
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