Principal Account Executive

Job Summary

iCIMS is leading the way organisations, globally, engage, hire and advance talent to build their winning workforce. As an Account Executive in iCIMS EMEA, you will be part of one of the fastest growing teams in one of the fastest growing leaders in the TA tech space. Every day you will be working with leading organisations to help them hire better, faster and smarter and what the value is to that customer of partnering with iCIMS to achieve this.

 

You will be provided with the industry’s leading tools and training to help you develop and implement value based sales plans for your assigned territory. Equipped with your knowledge of the market, 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. Advancement opportunities are numerous as we grow globally!

 

As a Principal Account Executive, Enterprise Growth you will call on accounts with 1,000-8,000 employees throughout EMEA.

 

This is a hybrid position (remote & in-office for 2 days a week from our London location) that may require travel up to 25%.

Responsibilities

• Leverage company training opportunities to build expertise in the iCIMS Talent Cloud offerings, the talent acquisition landscape, and value selling.
• Research target accounts (1,000-8,000 employees) to identify key decision makers, understand business challenges, and build persona based value propositions.
• Builds sales funnels (3X pipeline) through individual prospecting efforts including but not limited to client referrals, regional networking, webinars and cold calling.
• Partner collaboratively with the sales development and presales teams to turn marketing qualified leads into sales qualified leads and develop/implement sales plans.
• Leverage the CRM to support the sales process and ensure pipeline accuracy.
• Through a consultative approach, uncover prospect business issues and craft value based proposals for the full suite of iCIMS portfolio solutions.
• Own the entire sales process, including RFP/RFI and final contract, and coordinate efforts with marketing, presales, sales management, accounting, services, InfoSec, legal and technical groups.
• Consistently achieve sales quotas for new logo accounts.
• Be part of a team in the truest sense of the word with a simple mission to help businesses to attract, engage, hire and advance talent.

Qualifications

• 7+ 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 with deals that are more advanced in scope and size, including global organizatons.
• 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 through C-level.
• 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.

Apply