Account Executive SaaS (PLM)

Account Executive SaaS (PLM)

Permanent contract  - Madrid

 

We invite you to embark on a journey. A technological journey towards the evolution of our society and our industries, powered by Industry 4.0 and supported by Lectra. Software, equipment, data and services… At Lectra, as a major player in the fashion, automotive and furniture markets, we contribute to the Industry 4.0 revolution with boldness and passion by providing best-in-class technologies. But it doesn’t stop there. By enabling industrial intelligence solutions, we facilitate the digital transformation of our customers. And we’re always on the lookout for new tech-enthusiasts to join the team! With more than 50 years of experience and a presence in over 100 countries around the world, we are 3000 employees united by passion and driven by innovation. A unique journey awaits you at Lectra, are you ready to craft the future of technology together?

POSITION SUMMARY

We are looking for an experienced, energetic Account Executive with experience in enterprise software sales.
The primary function of this position is to perform the sales of our Software-as-a-Service (SaaS) solutions – mainly Kubix Link -  by actively prospecting, acquiring and closing new businesses, using various combinations of the Lectra’s broad products and services.

DUTIES AND RESPONSIBILITIES

• • Promote Lectra’s vision and increase the awareness of our brands on the market through regular visits to accounts
  • Define a plan by accounts assigned to optimize the revenues potential: key contact definition, key figures, overall strategy and organisation of the customer, detailed action plan for developing the account, setting up priorities to maximize the value of the portfolio, etc.
  • Apply consultative and Challenger selling methodology to identify and drive qualified opportunities:
    • • Ensure the solution proposed is adequate to customers’ needs and that they are satisfied
      • Understand our customers strategy and anticipate their challenges
      • Create engagement, generate 4.0 needs and expand opportunities to identify and uncover unknown needs
      • Apply MEDDPICC qualification to ensure accurate forecasting
  • Manage the cycle of high added value and technological sales, including Software-as-a-Service (SaaS) sales, delivery of services, training, consulting and recurrent maintenance contracts:
    • • Opportunities detection (in cooperation with marketing), qualification and evaluation, by applying a consultative selling methodology
      • Solution definition based on customer needs, presentations and demonstrations in close cooperation with Presales Team to promote and demonstrate the added value of Lectra’s solutions
      • Quotation, proposal drafting, negotiation and closing in compliance with Lectra’s standard terms and conditions of contract
  • Achieve and exceed sales objectives by developing the business through a constant pipeline built up with accounts assigned

 

PROFILE

We are looking for ambitious and curious B2B account executives with a passion for innovation. Our ideal candidate will have the following profile:

• • At least 8-10 years of experience in direct and consultative sales of high added value solutions, preferably in SaaS sales and enterprise software solutions
  • Experience and network in the Fashion industry will be appreciated
  • Ability to hunt new opportunities and adaptability to new environments
  • Capacity to prioritize the most important actions on a short and mid-term perspective to optimize account coverage and maximize the value of the accounts assigned
  • Experience in customer value proposition approach and capacity to engage the customer in meaningful dialogue through consultative selling methodology. Ability to understand customer strategy, ambition, challenges, processes, known and unknown needs and ultimately to build solutions with the customer
  • Strong communication skills, diplomatic, tactful and adoption of a trusted advisor behavior
  • Outstanding listening skills, to understand objectives and desired outcomes of the customers
  • Ability to convince a prospect to accept the offer and close a deal
  • Good command of MS Office (Power Point, Excel, etc.)
  • Fluency in Spanish and English is required
  • Portuguese would be a valuable additional language

 

TRAVEL

• The position is remote. Candidate should be based in Barcelona area. (Lectra office in Madrid)
• There will be 30%-50% of travel to customer sites in Iberia (Spain & Portugal) and Lectra offices in France (Paris/Bordeaux)

8+ years in consultative enterprise software or SaaS sales, strong consultative selling skills, MEDDPICC experience, MS Office proficiency, fluent in Spanish and English, ability to travel 30–50%.

Key Responsibilities

• prospecting accounts
• closing deals
• managing accounts

Skills & Tools

Kubix Link, Microsoft PowerPoint, Microsoft Excel, MEDDPICC

Job Details

• Category: Sales
• Seniority: Senior Level
• Commitment: Full Time
• Workplace: Remote — Madrid or Barcelona
• Languages: Spanish, English

About LECTRA SA

A technology company providing software, equipment and services to enable Industry 4.0 and digital transformation for industrial customers. — Industry: Information Technology