• Job Description

  Req#: 472951
  Calero is an equal opportunity employer. All applicants will be considered for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

  Job Summary:

  The Account Executive is a senior sales director focused on organisations that have the potential for total contract value of $500K or higher, which generally comes from Fortune 1500 companies in EMEA. The Account Executive will leverage their past success and relationships to create new Calero sales opportunities, as well as working opportunities generated by Calero Marketing and Channel campaigns.

  Duties and Responsibilities of the job:

  • Develop and present a thorough territory plan within the first 90-days of joining Calero, meet with prospects; IT executives, telecommunications managers and other key stakeholders and be able to effectively present Calero’s value proposition, product positions and competitive advantages
  • Close primarily new-logo accounts with some existing customer opportunities as well. Must manage the timing associated with closing smaller, faster-moving opportunities along with longer, more complex sales cycles for continuous Sales production
  • Manage all opportunity details in Salesforce.com and Altify
  • Must apply a complex sales opportunity management and solutions selling approach to manage opportunities and to create and express value for prospects and customers
  • Manage all stages of the pipeline development in order to create consistent flow and results
  • Target and engage prospective clients to build pipeline
  • Provide weekly reporting of pipeline and forecast using Salesforce.com
  • Engage with new prospects and quickly establish credibility along with open, collaborative on-going conversation. Able to coach clients toward the realisation and evocation of key strategic ideas
  • Find typical and atypical sources for key information points necessary to conduct sales engagements
  • Proficient in assimilating and relating new information around market trends, specific client areas of interest and formulating strategies that will drive the engagement framework forward
  • Effective listening skills that allow for identifying hot topics, patterns and themes as they emerge and be able to move the engagement toward specific objectives while keeping it conversational
  • Effective communication skills to drive sales efforts to closure aligning Calero internal resources and to prospective customers’ needs

  
  

  Education:

  • Bachelors’ degree preferred

  
  

  Experience and Training:

  • Minimum 5 years of direct sales experience engaging senior level IT and/or Finance leaders in Fortune 1500 companies, where the average total contract value for single sales was >$500K per transaction
  • Previous experience and success in telecommunications expense management and/or managed mobility services
  • Consistent track record of exceeding quota
  • Experience in consultative selling and in developing and presenting solutions to senior level and mid-level executives
  • Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions IT C-Level and other decision-makers
  • Experience/training in large account management and complex sales best practices
  • Previous experience in one or more of Calero’s principal solutions is a plus
  • Highly skilled in leading calls and meetings to create consultative dialogue that is open, candid and results-oriented
  • Self-confidence to be able to lead when appropriate and the ability to work well within the team
  • Consultative and structured problem-solving skills
  • Experience developing and presenting an effective business case and proposals
  • Exceptional organisational, presentation and communication skills, both verbal and written

  
  

  Technical Knowledge:

  • Familiarity with IT, Telecommunications (wired and mobility) and Cloud technologies
  • Familiar with Microsoft Office Suite of products with proficiency in PowerPoint, Excel and Word
  • Salesforce.com

  
  

  Internal Support

  • Inbound qualifying reps that will qualify and pass leads
  • Inside sales rep to help qualify opportunities
  • Dynamic sales operations team to process orders and tackle contract challenges
  • In-house counsel to assist on legal matters
  • Access to CEO and other Executives to help acquire new customers
  • Outstanding sales engineering support in your region
  • Visionary leadership with years of tactical expertise to mentor and guide you through the big wins
  • Post-sales customer success teams designed to ensure customer delight once the deal is won

  
  

  Contact with Others

  • Senior management to support the sales effort
  • Product Marketing and Product Management
  • Operations
  • Colleagues within the Sales team
  • Minimum 30% travel is required. Must be able to travel within EMEA and to the United States.

  
  

  Confidentiality:

  • This position will be exposed to extremely confidential information and discretion is paramount. A confidentiality, non-compete, and non-solicitation agreement will be required

  
  

  Benefits:

  • Private Healthcare for you and your immediate family
  • Gym Membership at Nuffield Health or equivalent
  • Life Assurance (pay out being 4 times your salary)
  • Competitive Paternity and Maternity Package
  • Pension Contribution
  • Team Building and Employee Events
  • Office Drinks, Snacks, Coffee etc.
  • Volunteer Day
  • Flexible Bank Holiday Policy

  Please note that candidates must have the right to work in the UK now and in the future as Calero are unfortunately unable to sponsor visa applications or take over sponsorship of an employment visa at this time.

• About the company

  With a deep commitment to innovation and customer service, Calero-MDSL partners with enterprises to provide a unified expense management service that supports Telecom Expense Management, Managed Mobility Services, and SaaS Subscription Management.

Notice