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Sales Executive - Bristol, England

Location: Remote

Territory: Companies based in UK and Ireland in all industry verticals, except for companies in the Aerospace & Defence (A&D) industry and Government.

Territory: Companies based in UK and Ireland in all industry verticals, except for companies in the Aerospace & Defence (A&D) industry and Government.

About Sopheon

Sopheon (LON:SPE) provides complete Innovation and Product Management software and services to help customers achieve exceptional long-term revenue growth and profitability.

Sopheon’s Accolade and Acclaim offerings deliver unique, fully integrated coverage for the entire innovation management and product development life cycle. Sopheon’s leadership in innovation management was highlighted in the comprehensive MarketsandMarkets™ report on the Innovation Management market, in which Sopheon was listed in the “Stars” category, the highest recognition.

Sopheon’s solutions have been implemented by more than 250 customers with over 125,000 users in 50 countries. Sopheon is listed on the AIM Market of the London Stock Exchange.

Some of the biggest and best known companies and brands in a variety of industries have implemented Sopheon’s Accolade solution with highly successful business results. Our consulting team has accumulated significant experience and best practices from these companies that is included in our solution and consulting services.

Sopheon has operating bases in the United States, the United Kingdom, the Netherlands and Germany, with distribution, implementation and support channels worldwide.

Sopheon’s Mission

Why: Empower organizations to change the world

How: Provide organizations the capability to innovate faster, predictably, with alignment of strategy and tactics

What: Deliver a full range of SaaS InnovationOps offerings and services that empower executives, leaders and team members to execute the jobs needed to drive innovation in their organizations.

Responsibilities and Duties

The Sopheon team is seeking a “hunter” sales executive with a passion for understanding and diagnosing customer business needs and articulating a solution, and a proven track record of closing business with new customers in the territory. This role will be focused on organizations headquartered in the UK and Ireland in all industry verticals except A&D and Government. Sopheon has had success in the global marketplace with its Accolade software solutions and has recently added 3 Acclaim offerings to its portfolio through a combination of acquisition and own development. For more information, see:

Accolade®, Acclaim Ideas, Acclaim Projects, Acclaim Products are trademarks of Sopheon plc.

Are you the ideal candidate? Can you demonstrate the following?

  • Business-to-business software sales to larger complex global firms in the territory (min $250m turnover).
  • Expertise in securing access through your own efforts to senior executives for compelling sales conversations.
  • Comfort with C-level relationships in companies regardless of size.
  • Ability to identify undisclosed customer needs.
  • Team selling and use of all company resources to aid sales process.
  • Interpreting public information on a prospect account such as annual reports and stockholder information for account qualification, and to identify strategic entry message and positioning.
  • Understanding strategic selling or MEDDIC and the roles of various buying influencers.
  • Developing and maintaining a quality pipeline of potential opportunities.
  • Driving complex enterprise deals for businesses end to end from personal lead generation and qualification, to solution development and presentation, to contract negotiations, to deal closing and to making sure the deal is property transitioned to support teams. Some coaching and support will be available from other members of the Sopheon global team based mainly in the Netherlands, Germany and the UK as well as the USA.
  • Developing partnerships with relevant players in the Territory, in order to be able to address the major organizations in the territory.
  • Building compelling business cases to support proposals and identify return on investment
  • Successfully converting opportunities into license sales and consulting services engagements.
  • Developing strong relationships with potential clients at SVP, Director and C-levels particularly with prospect R&D, Marketing and Innovation Management functional areas.
  • Managing and reporting opportunities pipeline using mainly
  • Adapting to existing team dynamics and supporting an organization to reach its objectives.
  • Experience in selling to vertical markets including but not limited to consumer packaged goods, industrial manufacturing, chemical, high technology, medical devices, automotive.
  • Has an existing network of contacts for shortening the sales cycle, particularly within research and development, innovation, marketing and/or general management.

Skills and Expertise:

  • 3-5 years’ experience in a consultative sales process with complex “business centric” enterprise deals with organization in the territory.
  • Experience selling entire innovation management and new product development (NPD) lifecycle solutions. Preferably experienced in business planning, engineering and other product development / product management related areas.
  • Understanding of and familiarity with the governance models for innovation management, such as agile, waterfall and phase gate.
  • Consistently averaging or exceeding a sales quota of €1.6m or equivalent in £/GBP.
  • Degree (or equivalent) in Management, Business, Economics, MBA a plus.
  • Use of social selling techniques to gain access to appropriate executives.
  • Willingness and ability to travel as necessary, but also able to work virtual as appropriate.
  • Native English speaker. Knowledge of additional languages is an advantage, but not a requirement.
  • Understanding and diagnosing customer business needs and articulating a solution.
  • Superior communication skills (written, verbal and presentation).
  • Ability to utilize PowerPoint or other media to synthesize and present a compelling business case/rationale.

Apply Now

To apply for a position on the Sopheon team, send CV or resume to:

Sopheon is an equal opportunity employer and supports workforce diversity. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, disability or national origin.

Some positions at Sopheon require consent to and successfully passing a background check prior to employment. Also, certain Sopheon customers operate in sensitive industries and require that individuals undergo background screening prior to being involved in a project. The screening process could include verification of identity, criminal record checks and drug abuse checks. If you join us, you may be required to undergo such additional screenings.

Inclusivity Statement:

We are committed to creating a diverse and inclusive environment and are proud to be an equal opportunity employer. All applicants will receive consideration for employment without regard to race, creed, color, national origin, religion, sex (including pregnancy, childbirth, or related medical conditions), gender, gender identity, age, marital status, physical or mental disability, predisposing genetic characteristics, sexual orientation, domestic violence victim status, military status, or veteran's status.

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