About Unily

Job Purpose

Main Responsibilities

• Use business acumen to identify new customers through creative lead generation, using internal tools, social networks, Partners, proactive outreach, Unily and industry events. Leverage personal network where possible. 
• Contribute and be proactive in the development and execution of UK lead generation programs in conjunction with internal Business Development Representatives and the marketing department. 
• Participate in, and on occasion help to organise events, seminars, webinars and other marketing and PR related activities.

• Build and use knowledge of the Unily value proposition to position us as a critical business partner.
• Understand and effectively navigate the largest most complex enterprise businesses stakeholder landscape, engaging multiple departmental teams (HR, IT, Communications, EX), senior leaders and CXO’s. 
• Develop strategies to gain maximum exposure to CXO and other SLT stakeholders. 
• Gain trusted advisor status, build exceptional reciprocal key stakeholder relationships.
• Ability to identify and address complexities of customers decision-making process and help guide customers through this journey based on previous experience.
• Identify supporters and detractors and appropriately address each. Understand different departments motivation factors and goals, addressing these accordingly with Unily capabilities, use cases and outcomes. 
• Understand and exploit the customer buying process.
• Actively demonstrate detailed knowledge of the competition to proactively position Unily. 
• Adopt a consultative, solution sales approach, supporting prospects with business case creation, stakeholder engagement, and business value assessments.
• Leverage the Unily Partner network to help secure more new business, and influence opportunities to maximise positive outcomes. 

• Have a broad and deep understanding of all Unily capabilities and be able to effectively articulate the business value in ways that resonate with the customer. Effectively map Unily capabilities to Customer goals and objectives. 
• Able to collaborate with Unily subject matter experts in ways that best serve the customer. 

• Actively investigate client needs through effective direct engagement. 
• Deliver clear and concise presentations with enthusiasm and passion that demonstrate differentiation and knowledge of our products and services.
• Gain agreement on actionable next steps advancing a sale.
• Assist and lead on the generation of relevant documentation including responding to RFX’s, creating commercial proposals, business case creation, presentation assets, Service and License Agreements.

• Detailed understanding of gives and gets, levers that can be used when negotiating. Detailed knowledge of Unily commercial make up. 
• Remain professional under pressure and demonstrates responsible decision making. 
• Diffuse conflict in ways that create additional value and lead to new opportunities. 
• Understands roles of all parties in a negotiation and anticipates their perspectives.
• Understands the roles of all parties involved in a negotiation and their tactics, vision, motivation, sensitivities and intentions. 

• Build strong and effective relationships and collaborate with peers, managers and co-workers across Unily.
• Openly communicate and provide timely feedback and share ideas with the team. 

• Maintain accurate and up-to-date forecasts.
• Regularly communicate updates including material changes to forecast.
• Drive for results and focus energy on high value and profitable opportunities.
• Utilise Salesforce platform to track all pertinent information related to the opportunity. 

Requirements

• Minimum of 5 years or more of proven SaaS sales success preferable selling a comparable product such as Content Management, Intranet or Collaboration solutions. 
• Proven experience in selling to FTSE 100 or and Fortune 500 companies
• Ideally sold to senior stakeholders such as Chief Communications, Corporate Affairs, CHRO and or CIO Persona’s 
• Knowledge of sales practice, strategy, tactics, tools in development of the value proposition. 
• Proven track record of building customer relationships and managing key stakeholders.
• Ability to clearly and effectively communicate with business, technical and C-level executives. 
• Strong verbal skills with the need for occasional public speaking to large groups.
• Internal Communications and Employee Engagement Solutions background would be ideal.
• Customer obsessed, with a commitment to doing right by our clients.

• Intellectually inquisitive. 
• Exceptional relationship builder.
• Dedicated and passionate about your contribution to growing the business.
• Excellent organisational and resource management skills.
• Self-motivated and independent, able to leverage support when needed.
• Able to adjust communication style for internal and external audiences.
• An agile thinker, who can quickly respond to changing situations. 
• Confidence to contribute ideas and think creatively.
• Commercially aware, with strong business acumen.
• Friendly with a good sense of humour.
• Proactive and hungry.