The Role
Manage the full enterprise sales cycle, including prospecting, tenders, negotiations, closing, renewals, and cross-selling. Build strategic customer relationships, maintain a healthy pipeline, develop long-term sales plans, and achieve revenue targets. Analyze market and sales data, provide forecasts, collaborate with marketing and product teams, and mentor less experienced sales colleagues.
Summary Generated by Built In
Job Title: Strategic Accounts Executive
Department: Revenue
Location: Hybrid, 3 days a week in office, 2 days from home
Contract Type: Full time, permanent
Line manager: Director, Key Accounts
Salary: up to £65,000 + £40,000 commission
Basic scope and primary objectives
We are seeking an energetic Strategic Accounts Executive who will play a pivotal role in securing high-value new customers through Business Development and generating large cross-sell orders within our existing accounts. This individual contributor role requires an experienced, autonomous professional with a comprehensive understanding of the full sales cycle, from prospecting and qualification to closing deals and managing customer relationships at a senior level.
The Strategic Accounts Executive will also engage in long-term strategic planning and ensure a robust pipeline to drive consistent revenue growth. As an individual contributor within Tes’s sales structure, this role also carries the responsibility to share best practices and coach other team members.
Key responsibilities
1. Sales Execution: - Autonomously manage the entire sales cycle, from lead generation to closing high-value deals across new and existing accounts. - Execute Tes’s sales strategies and methodologies to secure high-value new customers and cross-sell opportunities. - Respond to and manage high-value tenders, ensuring the alignment of proposals with customer needs and Tes’s value proposition. - Lead renewal activity on key accounts
2. Strategic Planning & Pipeline Management: - Develop and implement mid-to-long-term sales plans to meet and exceed revenue targets. - Maintain a robust and healthy sales pipeline through proactive lead generation, networking, and relationship building. - Regularly review and analyse pipeline health and sales metrics to drive consistent revenue performance.
3. Customer Relationship Management: - Build and nurture strong relationships with key stakeholders within customer accounts, acting as a trusted advisor. - Drive customer satisfaction and loyalty through understanding customer needs, delivering tailored solutions, and providing proactive support. - Work closely with the accounts' teams to align sales objectives and manage any post-sales support required to ensure continued satisfaction.
4. Revenue Growth: - Consistently achieve and exceed individual sales targets by securing high-value deals. - Identify and capitalize on opportunities to up-sell and cross-sell within existing client portfolios. - Collaborate with marketing and product teams to stay informed on product developments, market trends, and customer feedback.
5. Sales Best Practices & Coaching: - Act as a mentor and coach to less experienced team members, sharing sales best practices, strategies, and insights. - Lead by example, demonstrating the highest level of professionalism, sales acumen, and customer engagement. - Participate in the development of training programs and resources to elevate the overall competency of the sales team.
6. Market Analysis & Reporting: - Conduct thorough market analysis to stay ahead of industry trends and identify opportunities for growth. - Provide regular and accurate sales forecasts and reports to the Senior Enterprise Sales Director. - Use data-driven insights to refine sales approaches and address potential challenges proactively.
What will you need to succeed?
- Experience in enterprise sales within the B2B software or SaaS industry.
- Proven track record of securing high-value deals and consistently meeting or exceeding sales targets.
- Ability to independently manage the entire sales cycle with minimal supervision.
- Strong strategic planning skills with experience in long-term pipeline management.
- Excellent communication, negotiation, and relationship-building skills.
- Proficiency in CRM tools and sales analytics; experience with Salesforce or similar platforms is highly preferred.
- Demonstrable experience responding to and managing high-value tenders (desirable).
- Analytical and data-driven approach to sales with a proven ability to make informed decisions.
- Ability to work effectively in a fast-paced, dynamic environment.
- Willingness to travel as needed to engage with clients and support sales activities.
Personal Attributes:
- High level of self-motivation and intrinsic drive to achieve exceptional results.
- Strategic thinker with the ability to plan ahead while executing day-to-day tasks effectively.
- Collaborative and approachable, with a willingness to share knowledge and mentor others
- Exceptional problem-solving skills and a proactive mindset.
Skills Required
- Experience in enterprise sales within the B2B software or SaaS industry
- Proven track record of securing high-value deals and meeting or exceeding sales targets
- Ability to independently manage the entire sales cycle with minimal supervision
- Strong strategic planning and long-term pipeline management experience
- Excellent communication, negotiation, and relationship-building skills
- Proficiency in CRM tools and sales analytics
- Experience with Salesforce or similar platforms
- Experience responding to and managing high-value tenders
- Analytical and data-driven approach to sales
- Ability to work effectively in a fast-paced, dynamic environment
- Willingness to travel as needed to engage with clients and support sales activities
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The Company
What We Do
Tes is a global education technology company that supports teachers, schools and school leaders worldwide. It provides online products and services spanning staff recruitment and management, safeguarding, compliance, timetabling, SEND and behaviour management, professional development, classroom resources, and education news. Its mission is to help schools attract, train and empower staff while enabling educators to deliver strong outcomes for pupils through trusted digital tools.
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