Job details
Job type full-time
Full job description
Orbus software is a fast-growing b2b cloud software company that offers a digital transformation platform including disciplines such as enterprise architecture (ea), business process analysis (bpa), and application portfolio management (apm)We operate globally across 3 offices in london, new york and sydney and are backed by silvertree equity a specialist technology investment firm.
As a member of orbus sales team in nam, your primary focus will be to engage in the acquisition of new client names and introduction of new customers to the orbus portfolioYou will be managing all aspects of b2b enterprise sales with an emphasis on proactively searching for and closing new logo sales using a high quality consultative sales approach and becoming a trusted advisor to clientsAll of this will allow you to work with blue-chip organizations across all verticalsAdditional responsibilities may involve define customer specific statements of work (sow) for one to three-month onsite consultancy engagements; offered to our customers to help them achieve their goals and in parallel serve to embed the orbus products within the organization.
Typical work activities:
Follow up with all nam sales opportunities owned by you on a daily basis;
Searching for and engaging with suitable, targeted prospects;
Controlling the sales process by guiding prospects with a clear structure through all phases;
Attending regular sales meetings and maintain an accurate forecast and pipeline for management reporting;
Run onsite visits and online sessions to demonstrate the orbus products and solutions to potential customers across the nam region;
Attend events and workshops/meetings with prospects and customers;
Building tailored ‘proof of concept’ (poc) evaluations for potential customers, and be able to present that back to the client to demonstrate value;
Online webinars to customers on iserver/iserver365 good practices, with a focus on ea, bpa and spm topics;
Working closely and collaboratively with customer account managers, finance, support, consultancy, marketing, and development teams;
Solution development – assisting the product development team in scoping new value-add accelerators/solutions for the product range by logging all enhancement request received from prospect or customers.
Key requirements:
5 -10 years of direct sales experience (saas software industry) as a senior enterprise account executive ideally with enterprise architecture experience (coming from at a start-up / scale-up is a plus)
Self-starter with motivation to meet tight deadlines and to preform individually whilst working as part of a global team;
Driven to succeed and with a consistent track record of sales success (meeting or exceeding individual sales goals) in an entrepreneurial environment;
Ability to absorb technical information and communicate this clearly to varied audience;
Experience in enterprise architecture or closely aligned initiatives;
Be innovative and develop new ideas and techniques to enable orbus software to remain a market leader in enterprise architecture.
Ability to clearly articulate and demonstrate value proposition to customers;
Up to 25-30% travel when circumstances allow
Minimum qualifications:
Degree in computer science, engineering, it, related field of study or equivalent;
Demonstrable sales experience working in fast tracked organization or with a software vendor or large consultancy;
Proficient in microsoft stack including ms visio and all office 365 applications;
Relevant professional certifications i.eTogaf, archimate, cobit, itil, bpmn, prince ii etc would be a huge advantage
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