Account Executive

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Reports to

VP of Sales, EMEA

Role and Responsibilities

This role, primarily reporting to the EMEA VP of Sales, requires the candidate to work independently but also as part of the larger sales team, both in home office environments and out in the field. Travel is required for this job when the need arises to visit selected customers or partners to stage demonstrations and to attend sales and marketing events of all kinds to promote our product.

The new business Account Executive (AE) / Account Manager (AM) is a hybrid role with 60% of the focus will be on existing accounts and 40% will be focused on the acquisition of net new accounts both within the DACH region.

For Account Management the AM/AE will be responsible for selling additional solutions, services and upgrades into the existing Netstock Customer base within the DACH area.

For net new the AM/AE will engage with inbound leads from the Netstock Digital team (50% of the pipeline will be provided via this mechanism) and the remainder will be self sourced by the AM/AE.

Throughout this new business process, the AM/AE must actively listen to the buyer’s needs and context, while presenting NETSTOCK as a solution as appropriate. When the AM/AE determines that the MQL meets: Sales Accepted Lead criteria, they will take the prospect through the buying process by engaging with our internal Solutions Consultant team and other internal teams to eventually convert the prospect into a Netstock customer.

• Run demonstrations of the application displaying in-depth knowledge and understanding of the supply chain issues prospects face as well as how NETSTOCK solves these issues
• Run workshops with partners at customers to craft the ideal supply chain solution integrated to the partner ERP solution being sold
• Run product education sessions in partner channels on the NETSTOCK solution and how that is to be leveraged in the sales discussions the partners have.
• Assist the Marketing teams in refining problem statements and solutions.
• Perform product demonstrations and hold talks at events and conferences. Candidates will attend about 4 events per year of which some or all will require on-stand demonstrations as well as topical presentations. Candidates will also need to grow relationships into channel partner networks at these events.
• Provide input to handover documents from marketing to sales team as well as from sales team to customer success teams to ensure improved handover processes.
• Manage the sales process from Discovery through to close won
• Upsell services, solutions and upgrades within the current customer base.

Qualifications and Education Requirements

Given the specialist nature of the business and this role, this candidate will require specific experience in successfully selling supply chain software. This person will require strong sales skills, and be able to follow a defined sales process from start to finish.. This person will need to have demonstrated strong, professional problem solving and solution building skills in this subject matter. The candidate must have demonstrated good public speaking and writing skills expected from an expert in the field.

Preferred Skills

• Strong computer skills in the use of SalesForce and Zoom
• Supply Chain / Inventory Management / Forecasting / Procurement / Planning software Sales Experience
• Strong sales skills being in the top 10% of current sales team with documented evidence of performance
• 3-5 years in companies selling SaaS at volume to the SMB market.
• Must be used to selling annual contract values of £12K to £40K.
• Strong networking and motivating skills to engage customer and partner teams
• Well organized and good written and speaking skills
• Inquisitive with good listening skills
• Be target driven and self-motivated to work independently
• Personally Develop 10%-20% of pipeline

About Us

Netstock is the driving force accelerating the growth of organizations worldwide. Over the last 15 years, we’ve built out regional presences that give us deep insights into supply chain planning factors in each market. We continue to enhance our supply chain planning solutions, making our predictive engine smarter, accelerating automation, and adding sophisticated new capabilities such as AI and machine learning.