Sr. Principal Account Executive

Job Summary

At iCIMS, we are helping our clients to build their winning workforce. Our Account Executive Team has a key role in helping prospects unlock their full potential in their efforts to attract, engage, hire, and advance top talent. In this role, you will be provided with the industry’s leading tools and training to help you develop and execute value based sales plans for enterprise, new logo accounts in your assigned territory.

Equipped with your knowledge of the iCIMS Talent Cloud, prospect research, customer success stories, and a pipeline of qualified leads, you’ll have the support you need to achieve sales quotas. Advancement opportunities are numerous and management roles as we grow globally!

In this role, you will call on accounts with 2,500+ employees throughout the EMEA territory.

This is a hybrid position (London/Remote) that may require travel up to 25%.

Responsibilities

• Leverage company training opportunities to build expertise in the iCIMS Talent Cloud offerings, the talent acquisition landscape, and value selling.
• Research target Enterprise accounts (2,500+ employees) to identify key decision makers, understand business challenges, and build persona based value propositions.
• Builds sales funnels (3X pipeline) through individual prospecting efforts including but not limited to client referrals, regional networking, webinars and cold calling.
• Partner collaboratively with the sales development and presales teams to turn marketing qualified leads into sales qualified leads and develop/implement sales plans.
• Leverage the CRM to support the sales process and ensure pipeline accuracy.
• Through a consultative approach, uncover prospect business issues and craft value based proposals for the full suite of iCIMS portfolio solutions.
• Own the entire sales process, including RFP/RFI and final contract, and coordinate efforts with marketing, presales, sales management, accounting, services, InfoSec, legal and technical groups.
• Consistently achieve sales quotas for new logo accounts.

Qualifications

• 10+ years of experience in software sales.
• 7+ years of experience targeting new logo (large) enterprise accounts with complex deals.
• Proven success in consistently achieving B2B sales quotas with deals that are more advanced in scope and size, including global organizatons.
• Demonstrated ability to build effective, value based sales plans with adequate pipeline coverage to ensure quota achievement.
• A passion for helping potential customers solve business issues with advanced technology solutions.
• Ability to effectively uncover and engage various buyer personas to build the right relationships and close new logo accounts using a value based approach.
• Able to communicate with and influence multiples layers within organizations, including Senior Leadership through C-level.
• Ability to work both independently and within a team environment.
• Proficiency with Microsoft Office products such as Word and Excel.
• Proficiency with LinkedIn and social selling.