Account Executive

This is a fully remote position, open to applicants in Italy.

📋 Description

• Take charge of the entire sales process for new business in the Italian market, from prospecting and qualification to negotiation and contract finalization.

• Serve as the account manager for current Italian clients, responsible for renewals, upselling, and expansion efforts.

• Engage with senior stakeholders in facilities, operations, procurement, finance, and IT within multi-site organizations.

• Develop and oversee a pipeline of new business prospects with mid-market and enterprise multi-site organizations in Italy.

• Achieve and surpass individual sales objectives.

• Manage intricate, consultative sales processes from the initial meeting to the execution of contracts.

• Identify customer challenges, quantify business benefits, and deliver customized proposals and ROI presentations.

• Facilitate discovery sessions and organize product demonstrations alongside Solutions Consulting.

• Create account strategies and engage with executive sponsors.

• Navigate the negotiation of commercial terms and manage procurement, legal, and security evaluations.

• Maintain opportunity, forecast, and activity information in Salesforce.

• Collaborate with Marketing and BDRs on focused campaigns, events, and account-based initiatives in Italy.

• Transition new clients to the Implementation team.

• Drive renewals, upselling, and cross-selling within the Italian customer portfolio.

• Conduct regular business reviews with key clients and address any escalations.

• Represent ServiceChannel at industry events, trade associations, and customer meetings throughout Italy.

⛳️ Requirements

• A minimum of 5 years of experience in new business software sales, particularly with multi-site organizations in sectors such as retail, food service, grocery, hospitality, or similar fields.

• A proven track record of consistently meeting or exceeding sales targets.

• Demonstrated ability to manage lengthy, complex sales cycles involving multiple senior-level decision-makers.

• Experience in managing and expanding existing customer accounts, including renewals, upselling, and growth.

• A strong network and proven capability to build relationships with enterprise clients in Italy.

• Native-level proficiency in Italian and professional fluency in English, both written and spoken.

• Ability to accurately forecast and rigorously manage opportunities in Salesforce or a comparable CRM.

• Willingness to travel 60% of the time within Italy and across Europe.

• Experience in selling SaaS solutions to facilities/asset management, procurement, or field service is an asset.

• Familiarity with MEDDICC, Challenger, or Value Selling methodologies is advantageous.

• Proficiency in German or French is a plus.

🏝️ Benefits

• Uncapped commission structure.

• Support from a seasoned EMEA team, including Solutions Consulting, BDRs, and Marketing.

• Comprehensive onboarding, product training, and continuous sales enablement.

• Remote work flexibility.

• Opportunities for career advancement within a growing European organization.

• Health insurance coverage.

• Flexible spending accounts.

• Health savings accounts.

• Retirement savings plans.

• Life and disability insurance options.

• Paid and unpaid time off from work.