Position Title:           Senior Enterprise Sales Executive ANZ

Department:            Enterprise Learning and Skills

Reports To:             India Lead - Enterprise Learning and Skills

Direct Reports:        None 

 

Purpose of this position  

The Senior Enterprise Sales Executive is responsible for expanding Pearson Enterprise Learning and Skills (ELS) prospective customer base in India. They use prospecting strategies to identify prospects and initiate the first outreach with potential customers, understand client needs and prepare and deliver solutions in conjunction with global support functions for ELS. The goal is to create opportunities and close deals 

 

Key responsibilities

Client Relationship Management: Serve as the primary point of contact for key stakeholders, fostering trust and maintaining a thorough understanding of their needs, objectives, and challenges. Strategic Planning: Collaborate with internal teams to design effective account strategies that address client requirements and support short- and long-term business goals. Revenue Growth: Identify needs, develop proposals, present and close deals, identify cross-selling and upselling opportunities to maximize product usage, ensuring consistent revenue streams. Contract Negotiations: Lead high-level negotiations on new business, renewals and expansions, balancing client satisfaction with the company’s financial objectives. Market and Competitive Analysis: Track industry trends, analyze competitive landscapes, and position offerings to demonstrate clear competitive advantages. Forecasting and Reporting: Track sales activities, produce accurate forecasts, and provide regular updates to senior leadership on account progress and potential risks. Collaboration: Coordinate with Product, Marketing, and Customer Success teams to align resources and ensure seamless deployment and adoption of software solutions.

Qualifications and skills

Proven Sales Background: Several years of enterprise sales experience with a history of meeting or exceeding revenue targets in a non-SaaS software or technology environment, ideally with professional service experience with Indian enterprises. Strong Communication: Exceptional presentation, negotiation, and interpersonal skills, with the ability to engage and influence senior decision-makers. Analytical Mindset: Capable of translating complex business challenges into practical solutions, leveraging data and insights to support recommendations. Relationship-Building: Demonstrated success in establishing and nurturing key client relationships that drive growth and expansion opportunities. Technical Proficiency: Familiarity with software sales cycles, cloud-based platforms, and enterprise-level software deployments. Education: Masters degree in Business, Marketing, Finance, Commerce or related field, or an equivalent combination of education and experience.