Develop and execute strategic account and territory plans across parent and subsidiary organizations in the EMEA region, to both capitalize on the whitespace within existing global customers and net new logos.
Drive the end-to-end sales process and customer stakeholder alignment, where buying decisions and budgets are owned in the EMEA region.
Build, own, and execute sales strategy for assigned geography and account allocation.
Manage own book of business/territory, running business meetings both remotely and in person.
Lead quarterly business reviews and strategic planning sessions with customers.
Drive cross-sell and upsell opportunities for Model N’s SaaS product and recurring services suite.
Build, manage, and drive pipeline; close business.
Achieve/exceed annual sales quota for ARR, annual and quarterly pipeline/funnel targets.
Partner with Customer Success Team to build trusted relationships with senior customer stakeholders to promote solution adoption.
Advocate for customer needs internally to improve product and service outcomes.
Support renewal processes and customer retention efforts.
Maintain accurate pipeline and account data in Salesforce for assigned territory.
Leverage internal resources (Solutions Consultants, Partners, Support, Professional Services) throughout the sales cycle.
Demonstrate product and industry knowledge and understanding of Model N’s unique value proposition.
Utilize the “Model N Way” sales methodology and tools.
Resolve field/customer conflict and ensure all partner resources are fully leveraged.

Requirements

5+ years of quota-carrying experience in enterprise software/SaaS sales.
Successful track record selling complex solution suites in the EMEA region (ERP, Quote-to-Cash platforms). Multi-lingual capabilities a plus.
Experience selling into Life Sciences/Pharma or Medtech.
Hunter experience selling to new logos of companies with revenue $1B+.
Strong leadership, communication, and negotiation skills.
Skilled in virtual and in-person sales engagements.
Proficient in Salesforce CRM.
Familiarity with MEDDPICC and Challenger sales methodologies, as well as consultative selling techniques.
Bachelor’s degree or equivalent experience.

Benefits

Unlimited PTO for salaried employees – because flexibility fuels success
Comprehensive medical, dental, and vision coverage
Health Savings & Flexible Spending Accounts
401(k) with company match to invest in your future
Volunteer Time Off (VTO) to give back to causes you care about
Life and pet insurance for peace of mind
Employee Assistance & Mental Health Programs
Charitable giving opportunities
Professional coaching and career development
…and much more.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills

SaaS salesquota-carrying experiencecomplex solution sellingconsultative selling techniquesMEDDPICC methodologyChallenger sales methodologypipeline managementaccount managementsales strategy developmentcustomer retention

Soft skills

leadershipcommunicationnegotiationrelationship buildingstakeholder alignmentconflict resolutionstrategic planningcustomer advocacysales engagementcross-selling

Certifications

Bachelor’s degree