Account Executive - Enterprise
WHO WE ARE
Certinia (formerly FinancialForce) delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company’s Professional Services Automation (PSA), Customer Success, and ERP solutions—delivered on Salesforce’s leading cloud platform—provide the ability to run a connected services business, deliver with intelligence, and achieve business agility. Headquartered in San Jose, California with offices around the world, Certinia is backed by Haveli Investments, General Atlantic and Salesforce Ventures. For more information, visit www.certinia.com.
THE ROLE
Become an integral part of a rapidly growing team responsible for selling Certinia cloud applications, built 100% on Force.com, the world's leading cloud application platform from Salesforce.com. The successful candidate will play a fundamental role in achieving our ambitious customer acquisition, bookings growth and customer success objectives. We are seeking a highly motivated sales professional with a strong focus on selling our Professional Services Automation solution into Enterprise accounts. The ideal candidate will have excelled in a start-up environment and have a strong understanding of enterprise SaaS/Cloud applications.
WHAT YOU WILL DO IN THIS ROLE
Achieve / exceed monthly quota targets, while developing and building a strong customer base
Effectively prospect to uncover new sales opportunities within assigned territory
Manage complex sales-cycles and effectively present the value of our applications to C-level executives of organisations with 1,000+ employees
Build strong working relationships with our partners, in particular within the Salesforce ecosystem, to develop go to markets
Develop a deep understanding of the product offering, customer need, and competitive landscape
Excellent communications skills - oral, written and presentation
Forecast accurately and maintain all sales cycle activities within the Salesforce.com CRM system in accordance with Certinia sales process and methodology
WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE
Proven success in consistently achieving/exceeding monthly quota targets in technology-based sales
Proven track record of success driving revenue growth against quota and increased profitability in the SaaS industry
Hunter mentality with extensive experience self-generating new business
Working knowledge/experience of the PSA / ERP space and selling into C-Level suite
Ability to thrive in a fast paced and high growth business environment
Excellent communication (written, oral) and presentation skills (in-person, virtual)
Experience working with ROI, cost modelling and other quantitative techniques to educate and persuade potential buyers
Excellent organisational, prioritisation, and time management skills
WHAT ELSE WOULD BE GREAT
Strong network within the Salesforce ecosystem
Experience in the SaaS/Cloud space a big plus
Degree desired but not required
