SS&C is a global provider of investment and financial services and software for the financial services and healthcare industries. Named to Fortune 1000 list as top U.S. company based on revenue, SS&C is headquartered in Windsor, Connecticut and has 20,000+ employees in over 90 offices in 35 countries. Some 18,000 financial services and healthcare organizations, from the world's largest institutions to local firms, manage and account for their investments using SS&C's products and services.
Job Description
SS&C Blue Prism
SS&C Blue Prism allows organizations to deliver transformational business value via our intelligent automation platform. We make products with one aim in mind - to improve experiences for people. By connecting people and digital workers you can use the right resource, every time, for the best customer and business outcomes. We supply enterprise-wide software that not only provides full control and governance, but also allows businesses to react fast to continuous change.
Exceed customer expectations, stay competitive, accelerate growth.
THE ROLE:
The Enterprise Sales executive role is one of the most strategic within SS&C Blue Prism and we currently seek an individual to manage key relationships and drive revenue within the Telecommunications and Media industry in the DACH region + some enterprise accounts. This position is accountable for driving innovation and growth, developing Executive relationships – in addition to ensuring highest levels of customer satisfaction.
The individual will lead and coordinate Blue Prism’s efforts across all lines of business and board areas, orchestrating all Blue Prism parties around a single, clearly articulated medium and long term joint innovation roadmap and account strategy. He/she will lead consultatively by shaping the digital transformation roadmap and leading Blue Prism’s execution of that roadmap with the customer. This role is measured by revenue growth, protecting the base and increasing NPS. As the majority of SS&C Blue Prism business in DACH is delivered mostly through resell- and alliance partners, the individual will also be responsible for the collaboration with partners and joint account planning.
KEY AREAS REPONSIBILITIES AND TASKS:
- Executive Presence—strongly projecting confidence, as a peer, at the CXO level. Communicating value, with authority that resonates. Having tough conversations when necessary
- Ability to be an active listener who pays deep attention to the essence of the customer’s communication. Validating understanding through accurate and brief yet complete replay
- Proven track record and capability to develop and provide value to multiple CXO (CFO, CIO, COO, potentially CEO) and VP LOB relationships.
- Value driven sales approach focussed on improving outcomes and KPIs of our customers
- Ability to build champions within the customer organization, identify and build compelling events, and quantify the impact of Blue Prism solution through experience in building compelling business cases.
- Delivering predictable revenue. Ability to drive close plans including understanding the buying process, decision making process, paper process within the customer organization, building close plans aligned with the customer team and leveraging executive relationships to confirm close plans.
- Knowledge of the territory including top clients in Telco and Media etc. and the ability to drive business value through understanding pain points and driving business cases that address customer pain points.
- Experience to work with business units within the customer, good knowledge of customer service organizations and their challenges.
- Planning sales activities with partners and proactively engages in territory planning with local and global alliance partners.
- Conducting joint customer events with local partners to address incremental market potential
- Demonstrated ability to orchestrate and own the medium and long-term execution of the accounts’ strategy, incorporating partners, sales consultants and customer success and building a pipeline that ensures the potential to meet or exceed quota.
- Proficient and experienced in using a structured sales process (like MEDDICC) and drive Demand Generation, Pipeline and Opportunity Management, Pipeline partnerships that leverage channel partners and internal blue prism teams (presales, professional services, inside sales, marketing, customer success) to drive pipeline growth and velocity.
- Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
- Leads integrated account planning and ensures the SS&C Blue Prism footprint is expanded with involvement of all relevant lin