About this job

Sapienza is an European leader in consulting, digital solutions and engineering services across the full life-cycle of highly integrated space and defence programmes.

Part of tpgroup  plc we develop and deliver digital engineering software, mission and safety critical systems, software tools, artificial intelligence and decision support for autonomous navigation, resource optimisation intelligence analysis and asset management.
Sapienza is looking for a highly driven, self-motivated and passionate sales person with strong experience in selling complex digital solutions and wants to grow within a dynamic and young team to achieve the growth ambition and strategy of the organisation.

Given the growth goals set by Sapienza for the years to come our sales executives are the most crucial part of our organisation. They are the first form of contact with potential customers and thus represent the face of our organization.

The sales executive will be responsible for selling our digital solutions portfolio and related services to mainly new commercial clients operating in the field of space, defence, energy but also industrial organisations which are key strategic markets of Sapienza.

With a very strong focus on new business the role will be split between new business and existing Business so will involve some account management.

The sales executive will generate new business in an industry where Sapienza has a strong name but will also be responsible for generating sales in markets where Sapienza is yet to gain a strong position.

We are looking for a sales person with a real ‘hunter’ mentality who is technically savvy and can translate complex software into a sellable and convincing sales pitch.

*Preference would be for this person to be based out of the Netherlands however we are also open to candidates who want to work remotely within Europe.

Responsibilities

• Create a pipeline in a market where Sapienza has already a strong presence as well as into new markets such as defence, energy and manufacturing.
• Actively seek out new sales opportunities through cold calling, networking and social media to achieve targets.
• Research, qualify, and generate leads.
• Prepare and deliver appropriate presentations and demo’s on products and services.
• Manage all phases of the sale cycle to successfully close deals.
• Prepare and send quotes and proposals.
• Be the primary point of contact and build long-term relationships with existing assigned accounts.
• Responsible for keeping current clients satisfied and delivering exceptional client service on a day-to-day basis.
• Increase revenues of the existing accounts by up-selling and cross-selling company portfolio of services and solutions.
• Develop and execute on growth account plan for the assigned accounts and create reliable forecasts.
• Ensure renewal of contracts for the assigned accounts.
• Quickly grasp client business and technical requirements and proposed right solutions around those specific needs.
• Maximise business opportunities in terms of sales and profit margins maintaining alignment to the business stream strategic goals.
• Achieve or exceed the annually agreed targets of the set business plan.
• Manage sales activity levels to ensure that ‘Key Performance Indicators’ are achieved.
• Conduct market research to identify selling possibilities and evaluate customer needs.
• Understand and stay up to date with the sector evolution and competition landscape by participating at space events; reading professional publications; maintaining personal networks; and participating in professional organizations.
• Listen to the needs of the market and share with product development and marketing teams, contribute to the product and services offering continuous improvement, acting as the customer representative to the company, and as the company representative to the customer.
• Collaborate with marketing to develop marketing materials including press release, white papers, webinars etc as necessary to support the sales cycle.
• Liaise between the customer and internal teams (Service, Contract, Finance) to ensure all contractual obligations are fulfilled (POs, invoicing etc. )
• Support early phases of product and/or service deployment with customers to facilitate handover to service and product management organisations.
• Use and update the CRM for the owned accounts and new opportunities system under the organisational procedures.
• Work to develop and circulate the set of best practices to achieve team sales targets and outcome within each quarter.
• Enhance department and organization’s reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.

Profile

• Education: Degree in Sales, Marketing or any other business related field. An equivalent of the same in working experience is also acceptable.
• Must have over 5 years’ SaaS sales experience in a fast-paced and highly competitive environment.
• Proven and successful in achieving targets.
• Experience in cold acquisition.
• Ability to create a network in relevant sectors.
• Proven track record in providing demo’s, converting leads to interested customers and working with SaaS product lines
• Available to travel often (COVID permitting)
• Ability to use insights and data to drive decision making to increase consultative selling.
• Ability to assess business opportunities.
• Ability to orchestrate the closure of business with an accurate understanding of prospect needs.
• Highly motivated and driven to succeed.
• Great work ethic.
• Outstanding presentation, written, verbal and closing skills.
• Self-motivated ability to work independently and as part of a team.
• Aptitude to learn quickly and perform well under pressure.
• Fluent in English.
• Another European language (Dutch, German or French) is highly desirable.
• Must be an EU citizen.

In Return

• You will receive a highly competitive package with a rewarding bonus scheme.
• Flextime with the opportunity to work remotely.
• 28 days vacation.
• Company laptop, mobile phone.