Senior Principal Account Executive

Job Summary

At iCIMS, we are helping our clients to build their winning workforce. Our Enterprise Account Executive Team has a key role in helping prospects unlock their full potential in their efforts to attract, engage, hire, and advance top talent. In this role, you will be provided with the industry’s leading tools and training to help you develop and execute value based sales plans for enterprise, new logo accounts in your assigned EMEA territory. Equipped with your knowledge of the iCIMS Talent Cloud, prospect research, customer success stories, and a pipeline of qualified leads, you’ll have the support you need to achieve sales quotas. This role reports to our VP, Enterprise Sales EMEA.

This position is a London or Paris hybrid position (2 days p/week in-office).

Responsibilities

• Leverage company training opportunities to build expertise in the iCIMS Talent Cloud offerings, the talent acquisition landscape, and value selling.
• Research target accounts (8,000+ FTEs) to identify key decision makers, understand business challenges, and build persona based value propositions.
• Proactively develop prospecting plans to prioritize and effectively engage target enterprise accounts, partnering cross functionally within iCIMS for insight and support.
• Partner collaboratively with the sales development and presales teams to turn marketing qualified leads into sales qualified leads and develop/execute sales plans.
• Through a consultative approach, uncover prospect business issues and craft value based proposals.
• Leverage the CRM to support the sales process and ensure pipeline accuracy.
• Lead the entire sales process, including RFP/RFI and final contract, and coordinate efforts with marketing, presales, sales management, accounting, services, legal and technical groups.
• Consistently achieve sales quotas for new logo accounts.

Qualifications

• 8+ years of experience in software sales 5+ years of experience targeting new logo (large) enterprise accounts with complex deals.
• Proven success in consistently achieving B2B sales quotas.
• Demonstrated ability to build effective, value based sales plans with adequate pipeline coverage to ensure quota achievement.
• A passion for helping potential customers solve business issues with advanced technology solutions.
• Ability to effectively uncover and engage various buyer personas to build the right relationships and close new logo accounts using a value based approach.
• Able to communicate with and influence multiples layers within organizations, including Senior Leadership.
• Ability to work both independently and within a team environment.
• Proficiency with Microsoft Office products such as Word and Excel.
• Proficiency with LinkedIn and social selling.