Enterprise Sales Executive US

You are an accomplished salesperson with a successful track record selling SaaS solutions to complex organizations within the broader Energy and Utilities sectors. You are looking to stay ahead of the game, you want to be part of a company that has a compelling Product Led Growth (PLG) business advantage with unique and disruptive technology. Preservica protects the world’s digital history, and provides compelling solutions for intelligent, automated records compliance and long-term preservation in one of the fastest growing and valuable segments in the enterprise content services market.

Preservica is a fast-growing Series B scale-up that is changing the way organizations safeguard and protect long-term digital information. We are a recognized leader in active digital preservation. Our award-winning SaaS software is trusted by a rapidly growing user base of over 1,000 organizations, from major corporations like Sun Life, State Farm, Underwriters Labs, and government including Texas State Archives, New York City, Los Angeles County, Boston City Archives.

We are now looking to build out our Energy and Utilities sectors which already includes multiple large regional rail transportation authorities, northeast state transportation department, a top 10 US construction and engineering firm and a top international rail transport authority.

We focus on the information governance and archival market, and Preservica’s key differentiation is that we future-proof information for the long-term, ensuring that it remains readable.  Our customers need to keep their information for 10+ years, or indefinitely, across a wide variety of file formats - documents, images, video, sound, website, social media posts, email, GIS…. Due to our best practice digital preservation service, they remain confident that their critical digitized and born-digital information will remain available for them, for decades to come, to:

• Reduce their risk by meeting compliance, regulatory and legal requirements.
• Protect their intellectual property and improve governance of their records.
• Preserve and share their content of unique cultural or brand importance, conforming to international standards for a trusted digital repository.
• Keep this information operationally usable to drive innovation and competitive advantage.

We are poised for significant growth following the successful launch of our New AI Enabled technology across our software product editions including Enterprise, Professional and Starter (https://starter.preservica.com/). In addition, Preservica has recently launched a new Preserve365™ solution that makes Active Digital Preservation™ a seamless experience within Microsoft SharePoint. This unique capability opens a muti-billion-dollar addressable market for the right candidate with IT sales chops, complex organization navigation skills and a “nose’ for getting deals done. The fire in your belly and your desire to make serious money while working as a team member ensures your success.

The Role

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.

Key Responsibilities

• 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

Requirements & Previous Experience

Experience:

• 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)

Attributes:

• 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.)

Location & Reporting

This role is based in Boston, so you have access to experienced members of the Team and senior management. 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.

What We Offer 

As well as a competitive salary, commissions, benefits package and share options, your prospects in a fast-growing market sector with a fiscally conservative Senior Management are excellent. With our drive to expand our Sales team there is great opportunity for you to advance. We are committed to maintaining high standards and ensuring our people have the access to the best learning and development.

Preservica are an equal opportunities employer