Senior Services Account Executive

Company Description

We are in Business for People, empowering people in service organizations with innovative Enterprise and Business software solutions. We’ve innovated and taken a new approach to delivering ERP that works for people. Self-driving, adaptive, and intuitive software that is changing the way people work. Our solutions empower people and deliver a better people experience so people can spend time on meaningful high-value work they live for.

Job Description

We are seeking a dynamic and results-driven Professional Services / Consulting Sales professional to join our newly formed Services Sales team. This role is responsible for selling Unit4's Implementation and Managed Support Services and adjacent Customer Success offerings as well as our new subscription model, Success4U. The focus is to drive profitable services bookings growth and ensuring customer satisfaction via successful delivery of services projects.

The ideal candidate will have a strong understanding of software professional services, complex projects, excellent communication skills, and the ability to build lasting relationships with clients and internal stakeholders alike.

This role bridges the gap between our product offerings and customer needs, ensuring that clients receive the right level of support to maximize the return on investment in Unit4 solutions. The position requires close collaboration with various teams including Customer Success, Professional Services, and Product Management to deliver a comprehensive support solution focused out successful outcomes.

Key Responsibilities and desired skills / experience:

Sales Strategy and Execution:

• Develop and implement sales strategies to promote the Success4U Subscription model and drive Service bookings.
• Achieve assigned individual quota and contribute to overall bookings growth.
• Identify and pursue services upsell and cross-sell opportunities within the existing customer base inside their assigned territory.

Customer Engagement:

• Build and maintain strong relationships with key decision-makers in client organizations, becoming a trusted advisor.
• Conduct needs assessments to understand client requirements, pain points and desired outcomes.
• Articulate the value proposition of the entire Unit4 Service organization and focus on the positioning of our subscription model to prospects and customers.

Solution Design:

• Work with the Professional Services and Customer Support teams to tailor support packages that meet specific customer needs.
• Collaborate with Product Management to stay informed about product updates and how they impact services offerings.
• Request new packaged service offerings to fill identified gaps in the current portfolio.

Proposal Development:

• Create compelling proposals and presentations for that support our overall sales pitches within the Go to Market function.
• Negotiate contracts, SLA’s and agreed deliverables with clients.
• Support the overall GTM sales function in sales pursuits where there are Services attached.

Cross-functional Collaboration:

• Collaborate closely with Customer Success Managers to ensure smooth transition and delivery of Services Subscriptions and Packaged Services.
• Work with Success Engineering to create new packaged service offerings where there are gaps in the current portfolio.
• Consult with Account Managers to ensure a cohesive approach to overall customer engagement in the joint territory.

Market Intelligence:

• Stay informed about industry trends, competitor offerings, and best practices in the overall software services market.
• Provide feedback to Product Management and Customer Success teams on customer needs and market demands.

Performance Tracking and Reporting:

• Monitor and report on sales pipeline, conversion rates, and bookings metrics.
• Analyze sales data to identify trends and opportunities for improvement.
• Build a ‘plan to beat plan’ for your individual assigned territory and conduct white space analysis.

Continuous Improvement:

• Participate in training and personal development activities to enhance product knowledge and sales skills.
• Contribute to the refinement of the Unit4 Services and Customer Success offerings based on customer feedback and market needs.

Customer Advocacy:

• Function as a conduit between customers and internal teams to ensure customer satisfaction with services offerings and delivery.
• Escalate and manage any issues or concerns raised by customers regarding services delivery, offerings, or value

Partnership with Account Managers:

• Collaborate closely with existing business Account Managers to attach Service bookings and subscriptions to all key deals in their territories.
• Provide expertise and function as a Single Point of Contact for all Service offerings to complement the Account Managers' overall account strategy.
• Support Account Managers in identifying opportunities to introduce or expand Service offerings and subscriptions within their territories.
• Participate in joint client meetings and presentations with Account Managers to highlight the value of the Service offerings and subscription model.
• Share insights and feedback with Account Managers to help them in their renewal discussions and overall account management and success planning conversations.

Handover and Transition:

• Ensure smooth handover of new Service engagements to Account Managers and Customer Success Managers for ongoing delivery.
• Provide comprehensive documentation and briefings to Account Managers on in-flight Services projects and subscriptions, including specific customer needs, performance against agreed terms, utilization, and any unique arrangements.
• Remain available as a subject matter expert to Account Managers for questions or clarifications about Services offerings throughout the customer journey.

Qualifications

• Proven sales track record of consistent quota attainment and ability to work on a professional sales environment.
• Ability to manage, mentor, and develop internal sales teams to create a culture of customer success.
• Proficiency in subscription-based sales models and familiarity with selling implementation and managed services.
• Exceptional communication and interpersonal skills to build relationships with key internal stakeholders and customers.
• Ability to navigate complex sales cycles, including contract negotiations, upselling, and cross-selling opportunities.
• Demonstrated ability to collaborate cross-functionally with Customer Success, Product, and Professional Services teams.
• Problem-solving mindset and ability to manage escalations effectively.
• Proven ability to analyze sales data and trends, translating insights into actionable strategies.
• Experience in proposal development and presenting to senior leadership or executive-level stakeholders.
• Industry knowledge in enterprise software, SaaS, or technology services, with the ability to stay up to date on trends and competitors.
• Fluent French and English speaking

Additional Information

Join Unit4 and be part of one of the most exciting journeys in the cloud ERP software space. We’re a fast-paced, high-growth, people-centric company, delivering enterprise software for a great people experience, and offering our own people a host of benefits and development opportunities.

At Unit4, we offer:

• A culture built on trust - giving you the freedom and autonomy to be successful
• Work life Balance - with our uncapped time off policy, remote working opportunities and Global Wellbeing Days when the whole company can switch off and prioritize well-being,
• Talented colleagues, role models and mentors - work, learn and be inspired by some of the best talent in the software industry,
• Commitment to sustainability - with initiatives such as our Act4Good program, a way for everyone at Unit4 to come together and engage in actions that benefit society and the planet,
• Safe and inclusive working environment – supported by our Employee Resource Groups, which are open to all and include Women at Unit4, Pride at Unit4, Mental Health and Access at Unit4, and People of Color at Unit4.