Enterprise Sales Executive, Preservica
United States
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Digital preservation software
Be an early applicant
Digital preservation software
101-200 employees
Be an early applicant
+ Commissions + Share options
101-200 employees
Company mission
Changing the way thousands of organizations around the world protect and reuse long-term digital information.
Role
Who you are
- 5+ years of software sales experience
- History of achieving/exceeding targets
- Knowledge and experience of SaaS, Cloud Services, Data Storage
- Experience in Enterprise Content Management, Web Content Management, Records Management, e-Archiving, e-Discovery, and Digital Asset Management
- Knowledge and experience in Regulated Markets
- Strong written communication skills, able to create clear feature and benefit presentations, and other materials for a variety of audiences
- Bachelor’s Degree (Business or Computer Science is an advantage)
- Ability to articulate our value proposition to senior decision makers
- Proven ability to manage a complex sales process involving multiple management layers within a customer organization (3-9 months’ sales cycle)
- You have focus and persistence and creative sales talent to grow your business
- Ability to sell conceptually and consultatively; ability to address the strategic business benefits, not just features and functions
- Strong negotiation skills – “senior bearing”
- Demonstrable ability to close business within given time periods
- Entrepreneurial approach to new business generation (e.g., ability to work with consultants, channel partners, etc.)
What the job involves
- In your role as an Enterprise Sales Executive, you will be the lead person engaging directly with potential clients for Preservica across the US
- You will understand how they buy, our competitors and organizational selection criteria
- You will be equally capable of engaging with senior decision makers, end users and technical buyers
- You will be a confident and articulate presenter, capable of writing authoritative and engaging customer communications and proposals, and able to negotiate and close contracts with prospective new customers
- As part of the wider sales team, you will work closely with marketing, inside-sales, partner and channel and the broader technical teams, managing all aspects of the sales process, applying attention to detail and understanding the business drivers of your customer base
- Your new business sales approach and ability to lead both business and technical conversations will enable you to provide sales and business expertise to make these customers successful, acting as a trusted advisor so that they can confidently benefit from Preservica’s digital preservation solutions
- Own a Sales territory (Energy and Utilities) and a New Business Bookings target. Work with a focused list of existing customers & new prospects to deliver this incremental revenue
- Qualify and progress Product Qualified Leads (PQL’s) from prospects who have experienced Preservica’s freemium service(https://starter.preservica.com/) and who are now actively seeking to upgrade to an Enterprise level subscription
- Work closely with the Sales Solution Architect to ensure and demonstrate that the Preservica solution is appropriate for the prospect
- Manage and respond to prospect RFP (request for proposals) and RFI (request for information) in conjunction with our Solutions Architects and our RFP Manager
- Collaborate with both Marketing, Inside Sales & Channel to grow the pipeline and to guide joint sales cycles and new business wins
- Hand over new business to the Preservica Project & Customer Support teams in a structured, documented manner
- Represent Preservica at Industry events, including conferences & exhibitions
- Proactively use CRM (sf.com) to track Sales business & activity (essential) & LinkedIn for networking (beneficial)
- Provide detailed market feedback to Marketing, Project and Development teams as required
- Cross-functional communications and organizational skills to involve Subject Matter Experts on complex and competitive opportunities
- The role reports into the Vice President of Sales for North America and will be an integral part of our US Sales organisation. You may be required to travel to partners’ and customers’ premises within the US. Some International travel may also be required
Our take
Companies wanting to preserve their digital files and records are often forced to invest in software that sits outside of their tech ecosystem. Preservica offers an easy, automated solution that integrates into their existing stack and ensures the preservation of important documents and files well into the future.
Preservica’s patent-pending Active Digital Preservation software automatically preserves files in future-friendly formats, meaning that companies can quickly find them at a later date for the purposes of compliance, brand value, knowledge reuse and FOI. Ultimately, Preservica is making file storage easy to navigate and provides peace of mind for companies working across diverse and easily confused tech systems.
With solutions tailored for business, academia, manufacturing, construction, government energy sectors, Preservica has amassed an impressive client base of over 4,000 organizations and preserved more than 500 million digital collections. It’ll be interesting to see how its simple and convenient solution grows into the future, as file protection, transparency, and security become an increasing concern into the future.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Company HQ
Downtown, Boston, MA
Articles
Leadership
Jon Tilbury
(Co-Founder & Chief Innovation Officer)Initially served as Preservica's CEO before moving into the role of CTO and then CIO. Previously, Jon spent 28 years at Tessella as a Director.
Mike Quinn
(CEO)Mike joined Preservica in 2013 as a Commercial Director, moving into the role of CEO in 2016. Previously, they were an Interim Executive Director at Miqu Limited and a Managing Director at Trace One UK.
Stuart Reed
(CPO)Prior to joining Preservica in 2022, Stuart was a Managing Director of Cyber Risk at Kroll, a Director of Product Management & Marketing at Orange Cyberdefense and a VP at Nominet.
Phil Beckman
(CTO)Phil is also the Founder, President & CTO of Sapphire Point Technical Consulting. Previously, they were the VP of R&D/Technology at SilkRoad, a Director of Atlassian practice at Herzum and a Senior Director of Development at CORPTAX.
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