An Account Executive will produce new business sales revenues through account and territory planning, researching prospect customers, and completing field-based sales activities within a defined set of prospects and existing customers. Account Executives (AE) own accounts: typically, 10-20 existing customers and 10-20 prospects. The AE is responsible for overseeing all relationships within the account, develop strategic account
plans, define up- and cross-sell motions and closing new clients by managing the entire sales process from lead to signed deal and handover to delivery/customer success. The AE needs to have a deep understanding of the market dynamics and customer’s needs and translate how Volue’s software solutions and services can deliver customer value. The expected results are set by the yearly action plans.

The AE collaborates with the Sales Development Representatives, Solutions Sales Experts, and Sales Engineers. Additionally, the AE involves colleagues from Product, Delivery and Managed Services into the sales cycles. Moreover Sales Operations, Deal Desk, and Legal are close partners to win a deal. Marketing is the partner in crime if it comes to customer events and lead generation.

What you will be doing to make a difference:

• Create and maintain account plans for the prioritized accounts
• Oversee client relationship mapping to the account team and orchestrating an account strategy, while developing and maintaining strong relationships with decision makers and influencers
• Be a trusted advisor to the customers and prospects by understanding their business and advising on how Volue’ solutions can help them
• Oversee all aspects of the sales cycle, from lead generation, identification of the business issue and how Volue can bring business value, to expectation management and deal closure
• Present, promote and sell solutions and services using value-based arguments
• Identify the right specialist / support resources to bring into a deal, at the right time
• Coordinate resources within the organisation who support customer success through adoption and by that ensure renewal
• Win new logos for Volue
• Generate a qualified pipeline of opportunities with existing clients and prospects, and maintain the status, the forecast, and progress in our CRM system
• Negotiate and close agreements within the given proxies and in compliance with Volue’s sales process
• Avoid customer churn by involving and supporting the right specialist / support resources to improve customer satisfaction
• Achieve agreed sales targets according to the compensation plan

What you need to succeed:

• A degree in a relevant field of study (e.g., business, economics, engineering)
• Minimum 3 years of experience in the energy markets / power grid markets
• Minimum 3 years of experience in a sales role
• Interest and expertise in selling complex software solutions and services
• Experience in constantly achieving and overperforming sales targets
• Ability to provide transparency to sales process with excellent CRM hygiene
• Good written and verbal communication skills in English are mandatory
• Other languages like Norwegian, German, Italian are depending on geographical responsibility
• International experience is a strong advantage
• Experience in selling Saa S (Software as a Service) is a plus
• A creative and customer-focused mindset
• Commercial attitude with capability to identify added value for customer
• Intellectually curious, competitive, with strongly developed negotiation and presentation skills
• Ability to learn fast and work independently
• Openness to constructive feedback
• Strong team player skills
• Driven by passion and inspired by challenges
• Willing to travel (approx. 30%)