Account Director - Acquisition Sales - EMEA

Expereo · London, UK

Base: Not disclosed
OTE: Not disclosed
Posted: 23d ago

Still open · checked 1h agoon Expereo's careers page

Apply on Expereo →

The job

What you'd do: Find and win new big-company customers across Europe, the Middle East and Africa, selling managed internet and cloud networking. You'll book many of your own meetings.
Who you'd sell to: CIOs and senior technical customer representatives · GovernmentIn their words: “Confidence to hold CIO level meetings, prepare and deliver pitch and RFP response presentations to CIO, senior and technical customer representatives”
Where deals come from: Not stated in the posting.

The Braun Read

Proceed with caution

A few things here deserve a hard look before you spend time on it.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: Doesn't say where pipeline comes from. Ask.
Time on market: Open 23 days. Normal, but not fresh.
Company hiring: This is their only open sales role.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
Where does pipeline come from: inbound, SDRs, or me?
Tells you how much of your week is prospecting versus selling.
5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Expereo? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

We are the Intelligent Internet Platform. We connect People, Places and Things anywhere, managing Internet Performance better than anyone else, while providing One Global Experience, giving Visibility, Control and Security through expereoOne. Expereo believes in the power of Internet connectivity. As the world's largest provider of managed internet, SD-WAN/SASE, and Cloud connectivity solutions, we power enterprises and government sites worldwide, helping to enhance every business' productivity with flexible and optimal Internet performance. As a trusted partner of Fortune 500 enterprises, our continued aim and success in helping our customers and partners depends solely on the talented individuals who make Expereo a dynamic, effective, multicultural, and equitable environment. About the Role This is an exciting opportunity for an energetic Account Manager to manage new relationships. The goal of this role is to position Expereo as a partner and provider of Network services that enable and underpin digital transformation strategies, WAN capabilities and access to major cloud providers and partners. Responsibilities - Build and partner new Expereo Customers - Ensure meeting generation KPI’s are achieved - Build a pipeline over a ramp-up time-frame, in order to maintain a set pipeline value versus target to ensure success - Achieve a new business Monthly Recurring Revenue sign up target Requirements - Minimum of 6 years enterprise sales experience - Experience in selling disruptive and transformative technologies to Enterprises in order to enable digital transformation and cloud strategies - Proven ability to hit and exceed new business targets and gain new business with Enterprise customers - A strong understanding of social selling, using tools and platforms such as LinkedIn and Salesforce - Experience in selling SDWAN and virtualised network services, as well as traditional managed WAN and some exposure to network security products - experience in selling managed network services - Confidence to hold CIO level meetings, prepare and deliver pitch and RFP response presentations to CIO, senior and technical customer representatives - Experience and ability to drive bid responses for RFP’s - Understand how to create and close events and strategies for Enterprise business - Ability to work within an agile environment - Experience working in globally distributed businesses where colleagues, supporters and approvers are in other time zones is desirable - Experience in PE funded growth environments beneficial - English language proficiency is a must - Customer focused, has excellent communication skills. Benefits - Pension Plan - Hybrid working - 25 days Holiday Beyond the Job We’re proud of our focus on Environment, Social and Governance as well as the passion we display for the communities where we live and work. EEO (Equal Employments Opportunities) Statement: Expereo is an Equal Opportunities employer who aims to support and celebrate every employee that comes through our doors. We respect and support all of our people regardless of background, religion, nationality, sexual orientation, age, or physical condition.

Apply →