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Digital Transformation Specialist

1 week ago

Riyadh, Ar Riyāḑ, Saudi Arabia Liferay Full time

Unlocking Digital Potential

Liferay is a pioneer in providing enterprise software solutions that empower businesses to unlock their digital potential. With a global presence across Europe, the Americas, the Middle East, Asia, and Africa, we provide cutting-edge solutions that help businesses overcome complex digital challenges. Our Experience Cloud platform brings together Liferay DXP and cloud capabilities with built-in analytics and commerce functionality, accelerating innovation and reducing time-to-market for customers like Airbus, US Bank, Honda, and Desjardins.

Our commitment to community and making technology useful sets us apart. We give our employees five days off to volunteer at charities they care about, and we donate 10% of our profits to charitable causes around the world. This self-funded model enables us to focus on delivering value to customers and communities.

About You and this Role

You excel in sales, working from prospecting to closing deals. You enjoy mapping out strategic accounts and identifying opportunities within them. Your persistence and ability to handle customer objections are key strengths. As an Account Executive, you will drive revenue growth for accounts in specific verticals like Manufacturing, Insurance, Banking, and Healthcare, helping them navigate their digital transformation journeys using Liferay's solutions.

Key Objectives

  1. Drive Revenue Growth (New Business and Expansion) Annual Recurring Revenue.
  2. Manage the entire sales cycle from initial customer engagement to close.
  3. Gain a deep understanding of how businesses operate and what drives decision-making from top-down.
  4. Secure new customers and contracts that meet assigned sales targets.
  5. Prospect for potential customers through direct methods like calling and face-to-face meetings, and indirect methods like networking within assigned verticals or segments of accounts.
  6. Consult with prospects about business challenges and requirements, as well as the range of options and cost benefits of each solution.
  7. Maintain high-level domain knowledge to have meaningful conversations with prospects.
  8. Collaborate cross-functionally with technical staff, product specialists, and Solution Sales leads to address customer needs.
  9. Establish strong relationships with channel and partner companies required to deliver full solutions to customers.
  10. Work with marketing and vertical pod resources to plan and execute lead generation campaigns.
  11. Create and deliver presentations for senior managers and decision-makers.
  12. Draft and deliver proposals, RFP/RFI responses in a professional manner.
  13. Identify business initiatives and pain points, tying them back to Liferay solutions.
  14. Develop and maintain key account plans that identify opportunities for Liferay to deliver value, strategic motivators, main stakeholders, buying processes, and forecasted sales using our corporate sales methodology (Miller Heiman).
  15. Provide forecasts on best-case and most-likely sales volumes over relevant time periods.
  16. Represent the company and its brand positively in the marketplace through your conduct, social media presence, LinkedIn, etc.