insightsoftware is a leading provider of reporting, analytics, and performance management solutions. Over 30,000 organizations worldwide rely on us to support business needs in the areas of accounting, finance, operations, supply chain, tax, budgeting, planning, HR, and disclosure management. We enable the Office of the CFO to connect to and make sense of their data in real time so they can proactively drive greater financial intelligence across their organization. Our best-in-class solutions provide customers with increased productivity, visibility, accuracy, and compliance. Learn more at insightsoftware.com.

If you enjoy building and cultivating relationships with new customers and are able to proactively manage multi-state geographic territory, then you’re who we’re looking for to grow our team!

With uncapped earning potential, the Enterprise Account Executive will be part of our dynamic sales organization in Germany, responsible for new named business as well as developing some of our existing clients.

You will be selling a range of insightsoftware's market leading software solutions, such as our Financial Performance Management, Financial Planning, Financial Consolidation as well as Operational Analytical Dashboarding Solutions,(amongst others).   

As a new Enterprise Account Executive, you’ll receive great training and development with tremendous opportunity for advancement as well as great financial rewards for the top performers! 

Summary of the role 

You will be responsible for the achievement of a target of revenue for selling into new business accounts as well some cross within existing accounts. You will be a new business hunter who sources their own leads through prospecting and networking while working from other sources, such as our Marketing and BDR teams to create a healthy long term pipeline of business. You will be uncovering business challenges and articulating insightsoftware’s relevant value proposition and proving software solutions to those challenges.  

For the right candidate who proves successful, at this role, there will be an opportunity to continue your career development by joining the company’s management training & mentoring programme.

Specific responsibilities:

• New Business Development 
• Territory planning and prioritisation
• Account research and value hypothesis
• Prospecting into the sales territory
• Providing guidance to BDRs for additional prospecting activity
• Qualification and requirements definition of business challenges
• Dependent on solution, providing high-level demonstrations
• Working with Solution Engineers to provide comprehensive solution options to prospect requirements
• Building business cases in conjunction with the prospect and internal stakeholders
• Completion of RFPs
• Multi-stakeholder engagement, including services team, to define project scope and costing
• Closing of opportunities
• Post-sales handover to services team
• Correct use of business applications e.g. Salesloft, Zoominfo, LinkedIn, Conference facilities, mutual action plans, online university and the like
• Attendance and certification in ongoing sales enablement

Qualifications:

• Graduate Degree, (preferably business or finance)
• Completed Sales methodology course(s) e.g. SPIN, Challenger, Sandler etc
• Fluent German spoken and written

Experience required:

• Strong experience of successful achievement of targets in a Software Sales role preferably to Finance professionals,
• String understanding of the three ;pillars of Finance.   
• Ideally have a Financial Reporting ERP or Analytics Software Sales background
• Proven Hunter mentality that looks for creative methods to open up dialogue with accounts.
• Ability to recognise tactical and strategic opportunities at organisations (business acumen).
• Proven to be coachable to new methodologies.
• Adaptable to a constantly changing internal (M&A) and external environment.
• Accustomed to working to a sales methodology (e.g. Miller Heiman; Challenger; SPIN, Medic, Scotsman etc).
• Working to High Activity Numbers and accustomed to building own pipeline.
• Ability to present and recognise business value to an organisation.
• Ability to converse with mostly finance oriented prospects and other operational staff (Accounting background preferable, but sales to the office of the CFO acceptable).
• Successfully selling for a company with a lesser known or new brand in the marketplace.

Personal Skills

• Board-level communication skills
• The emotional intelligence to work with multiple stakeholders across the organisation (including partners) and with ISW stakeholders.
• Time-management skills to ensure enough time is spent across:
• Enablement
• Outbound Prospecting
• Territory Management
• Opportunity Management/ Progression
• Administration
• Preparation for Calls and Meetings
• Self-evaluation and reporting
• Fluent in German Witten and spoken 

TBA

** At this time insightsoftware is not able to offer sponsorship to candidates who are not eligible to work in the country where the position is located. **

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