Account Executive, Panaya
Change intelligence for business applications
Job no longer available
Change intelligence for business applications
201-500 employees
Job no longer available
201-500 employees
Company mission
To empower organizations to continually deliver innovation through change across enterprise applications, bringing Agile to the world of Enterprise IT.
Role
Who you are
- At least 8 - 10 years sales experience in the enterprise IT sector, selling complex enterprise solutions
- Proven track record of selling complex IT solutions in Territory
- Understanding and experience of selling SaaS solutions is a critical
- Capacity to comprehend the strategic issues of selling IT Enterprise solutions, including ERP
- Demonstrable over-achievement of revenue goals
- Strong desire to overachieve revenue goals
- Strong sales skills; including business justification, negotiation and closing
- Understanding of the enterprise software market
- Willing to travel on frequent basis
- Self-starter, fast learner and hungry for knowledge and information
- Fully aware of technology trends, industry standards and terminology
- Excellent account management and organizational skills
- Team player
What the job involves
- To develop and maintain the long-term relationship between Panaya and designated customers to support net new and new expansion IT solutions SaaS revenue growth
- Works towards an allocated net new business sales revenue target within the Territory
- Reports to Vice President of the Americas
- Has no direct reports, but leads the activities of virtual teams in support of customers
- Works in an exclusive territory on a defined customer list and coordinates with his Technology Sales Representative counterpart as well as Senior Apps Account Manager
- Works to identify and cover all organizations that fall into their designated account list focusing on building a strong pipeline and closing opportunities according to quarterly and annual targets
- Works with appropriate partners, i.e. re-sellers, SI's, ISV's, technology partners and alliances
- Works with pre-sales, marketing and other Lines of Business (LOBs) to maximize the return from the assigned set of accounts
- Winning new logo and expansion sales revenue in line with targets
- Facilitating and nurturing Senior Management relationships to generate active sponsorship of Panaya
- Developing a strategy and sales plan to address IT requirements
- Developing profiles of targeted accounts
- Defining appropriate Panaya value propositions
- Driving the implementation of sales and marketing campaigns
- Generating and following up on leads
- Qualifying leads and prioritizing opportunities
- Marshaling internal resources to conduct campaigns
- Identifying and working with the appropriate people in Panaya and the customer
- Developing, extending and maintaining relationships with the appropriate staff
- Working with, and influencing the activities of partners as appropriate
- Maintaining understanding of Panaya's strategic direction and interpreting relevance to customers
- Maintaining awareness of Panaya's current and future application/technology products and services
- Maintaining understanding of competitive activity relevant to the targeted accounts
- The position is from Monday-Friday
Our take
Panaya offers SaaS solutions that leverage data aggregation and machine learning to provide team switch predictive insights. These insights enable the analysis and comparison of application code changes, aiming to reduce the costs associated with the application life cycle while ensuring seamless progression.
In the intricate landscapes of SAP, Oracle, or Salesforce environments, Panaya's Change intelligence software becomes invaluable. It serves as a safeguard during developer customizations, offering insights that curtail potential downstream issues.
With its status as a market leader in ERP and CRM change intelligence, Panaya boasts an impressive client base, including Coca-Cola, Allianz, and Sony, solidifying its dominance in this niche. The recent introduction of its integration suite takes this further, fortifying Panaya's Enterprise Delivery Solution. Connecting with critical platforms like SAP Solution Manager, Jira, Salesforce, and ServiceNow, Panaya continues to enhance enterprise IT workflows, ensuring efficient and confident implementation of changes.
Steph
Company Specialist at Welcome to the Jungle
Insights
8% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Jan 2015
$20m
SERIES E
Jan 2013
$16m
SERIES D
Total funding: $59m
Leadership
David Binny
(CEO)Board Member & former Chief Product Officer. Promoted to CEO in 2019. Prior to joining Panaya, they spent 14 years at NICE Systems, and co-founded and was CEO at EZslide.
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