Enterprise Account Executive, NAM

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.

Unily is the only triple leader recognized by all three of the major analysts. Unily is recognized as a Leader in the 2024 Gartner Magic Quadrant for Intranet Packaged Solutions, the 2024 Forrester Wave:
Intranet Platforms, and the IDC Market Scape:
Worldwide Experience-Centric Intelligent Digital Work spaces 2024. 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

As we continue to expand our market share in the rapidly emerging Employee Experience platform category, we are looking for an Enterprise Account Executive.

As an Enterprise Account Executive at Unily, you will report into the RVP Sales, NAM and be pivotal in driving the sales strategy following a recent restructure. You will be responsible for new customer acquisition and the end to end sales cycle, from sales qualifying incoming leads through to contractual negotiations and close. Along with developing an outbound strategy for your named accounts, you will need to 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 new customers through creative lead generation, using internal tools, social networks, Partners, proactive outreach, Unily and industry events. Leverage personal network where possible.

* Contribute and be proactive in the development and execution of US lead generation programs in conjunction with internal Business Development Representatives and the marketing department.

* 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 the Unily value proposition to position us as a critical business partner.

* Understand and effectively navigate the largest most complex enterprise businesses stakeholder landscape, engaging multiple departmental teams (HR, IT, Communications, EX), senior leaders and CXO's.

* Develop strategies to gain maximum exposure to CXO and other SLT stakeholders.

* Gain trusted advisor status, build exceptional reciprocal key stakeholder relationships.

* Ability to identify and address complexities of customers decision-making process and help guide customers through this journey based on previous experience.

* Identify supporters and detractors and appropriately address each. Understand different departments motivation factors and goals, addressing these accordingly with Unily capabilities, use cases and outcomes.

* Understand and exploit the customer buying process.

* Actively demonstrate detailed knowledge of the competition to proactively position Unily.

* Adopt a consultative, solution sales approach, supporting prospects with business case creation, stakeholder engagement, and business value assessments.

* Leverage the Unily Partner network to help secure more new business, and influence opportunities to maximise positive outcomes.

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. Effectively map Unily capabilities to Customer goals and objectives.

* Able to collaborate with Unily subject matter experts 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.

* Gain agreement on actionable next steps advancing a sale.

* Assist and lead on the generation of relevant documentation including responding to RFX's, creating commercial proposals, business case creation, presentation assets, Service and License Agreements.

Negotiation

* Detailed understanding of gives and gets, levers that can be used when negotiating. Detailed knowledge of Unily commercial make up.

* 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.

* Understands the roles of all parties involved in a negotiation and their tactics, vision, motivation, sensitivities and intentions.

Building Internal Relationships

* Build strong and effective relationships and collaborate with peers, managers and co-workers across Unily.

* Openly communicate and provide timely…