This is a HQ-based role (on-site) and requires someone who is experienced in engaging enterprise sized customers and strategic partners to develop and close new and existing business. The role provides an equal split of new business acquisition and account management across several vertical market sectors, supported by an inside sales/lead generation team.

The successful candidate will need to be highly motivated with a positive approach to problem solving on behalf of the customer and identifying growth opportunities. They will also need to embrace the value of Customer Focus - putting customers at the heart of everything they do. Communication at all levels of a customer organization and adept at developing a network of contacts and opportunities within a customer account are also key to the success of this role.

About the role

The Senior Account Manager will be a critical part of achieving our ambitious customer acquisition and revenue growth objectives for this financial year. Verity ES has ambitious growth targets for the new financial year. Identifying and engaging with the right stakeholders in the target account is key as is the ability to articulate the benefits of Verity ES in technical, financial, and ethical ways. Our customers are leading global companies across all industries based in the US. Many companies listed on the NYSE, NASDAQ, and Global markets have been using our services successfully for years, and there are many more we need to engage with. Since data protection requirements, including those from the EU (EU-GDPR), are placing more and more demands on organizations along with growing awareness of the importance of secure, ethical, sustainable, and effective Data Management and disposal we are seeing growing demand from companies in the US. The successful candidate for this role will be instrumental in addressing that demand.

Key Responsibilities

• New Business Sales and Account Management across specific vertical market sectors; especially large Enterprises and ITADs.

• Developing and securing new business.

• Tracking and successfully closing renewal business.

• Developing and expanding existing business.

• Building and developing strong pipeline and leads.

• Acting as an advisor and consultant in respect of effective and ethical data management best practices and disposal.

• Conducting remote and in person solution presentations and contract negotiations.

• Developing strategy for selling the portfolio of Verity ES solutions to achieve quarterly and annual quotas.

• Managing the Verity ES CRM system (Zoho) efficiently and effectively.

• Building, developing, and executing on an enterprise account and vertical strategy.

• Providing accurate and timely management reporting.

• Accurate bi-weekly pipeline review, forecasting including monthly and quarterly business revenue in alignment with quota.

Essential experience

• Extensive enterprise technical sales and SaaS experience.

• Comprehensive understanding of the entire sales cycle from qualifying leads right through to the close of sale.

• Demonstrable experience of managing and upselling to existing customers.

• A strong track record of Quota over-achievement.

• Highly developed communication/presentation skills and objection handling.

• Ability to think quickly under pressure and thrive in a fast-paced environment.

• Proficient with corporate productivity and web presentation tools. (Office 365, Teams, Zoom).

• Experience working with Zoho or similar CRM.

• Enjoy developing customer relationships up to and including C level.

• Creative and naturally thinks “outside the box” solution led approach.

• Highly tuned listening and questioning skills, sales methodologies.

• Ability to multi-task, prioritize, and manage time effectively.

• Ability to accurately forecast and execute on business and account plans.

• Working within a 1 to 2 tier channel model with key enterprises and large channel partners.

Desired experience

• Working within IT data erasure/sanitization, asset and data lifecycle, ITSM. Compliance and regulated industries covering DaaS, SaaS, EaaS.

• Knowledge of commonly used concepts, practices, and procedures within the data security software/regulation and compliance fields.

• Knowledge of data management industry regulation and practices.

• IT security market knowledge a plus; understanding decommissioning data/asset lifecycle management across Data Centre, End Point Security and Enterprise Infrastructure, ITSM Hardware Asset Management.

• Data management and related ecosystems, including CSR/ESG, Sustainability.

• Strong established network of customers and decision makers a plus.

• Key relationships and experience selling into 5k plus seat firms.

• Working Vertical patch aligned to ITAD, financial services and healthcare as primary. Hyperscalers, legal, professional services/consulting big 5, MSP’s, VARs, SIs, distributors as secondary.

Posted On: Friday, September 8, 2023