Strategic Account Executive

Job Summary

At iCIMS, we are helping our clients to build their winning workforce. Our Strategic Account Executive plays a key role in helping prospects unlock their full potential in their efforts to attract, engage, hire, and advance top talent.

 

As a Strategic Account Executive, you will be provided with the industry’s leading tools and training to help you develop and execute value-based sales plans for prospective global enterprise/Fortune 500 accounts throughout EMEA. This is a new position for iCIMS and one we know will proactively move us towards winning through our growth strategy in EMEA. 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 hybrid position (2 days p/week in-office).

Responsibilities

• Go to market as an expert on our full iCIMS Talent Cloud suite for Talent Acquisition teams.
• Research & prospect to target accounts (global enterprise/Fortune 500) to identify key decision makers, understand business challenges, and build persona-based value propositions.
• Prospecting to Talent Acquisition personas such as VP Talent Acquisition, VP HRIS, CHROs, VP Employer Branding, as well as technical audiences such as CIO, CISO, CTO.
• Leverage the CRM (Salesforce) to lead the sales process and ensure pipeline accuracy.
• Build thorough account plans detailing customer strategy, financials, pains, objectives and stakeholders.
• Land, adopt, expand, and deepen sales opportunities with Fortune 500 accounts throughout EMEA.
• Proactively build and drive your top of funnel activities to ensure your targeted 3X pipeline is robust and qualified.
• Utilise Sales Development (SDR’s), Marketing and our Partner ecosystem to help find and win new logo opportunities.
• Leverage our Value Engineering team to show our customers their ROI and deliver effective messaging about the long-term impact of the iCIMS Talent Cloud.
• Partner with multiple cross functional teams ranging from Sales Development (SDR’s) to Marketing, Channel Sales, Pre-Sales, Solutions Architects, Legal, Deal Desk, SWAT team and more to ensure success for yourself and iCIMS.
• Lead the entire sales process, including RFP/RFI and final contract, and coordinate efforts with Marketing, Pre-Sales, Solution Architects, Partners, SWAT team, Deal Desk, Sales Management, Accounting, Services, Legal and Technical groups.
• Work with the VP of Sales to help coach & mentor Account Executive colleagues.

Qualifications

• 8-10 years’ experience selling SaaS technology.
• Expert level experience selling Software as a Service (SaaS) cloud technology into FTSE 500 organisations.
• Lead long complex sales cycles with multiple stakeholders from both the prospect base and internal teams.
• Experience closing complex deals averaging 6 to 7 figures in ARR.
• Proven expert using a Sales Framework such as MEDDICC, Challenger Sales, Value-Based Selling, 360-degree selling methodology, etc.
• Significant experience selling to personas at the VP and C-level.
• Experience leveraging partnerships with GSI’s & the wider partner ecosystem.
• Significant experience using LinkedIn Sales Navigator for social selling..

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