Enterprise Risk Management Specialist
4 giorni fa
Job Title: Enterprise Risk Management Specialist - Italy
Job Category: Direct Sales
Requisition Number: ARCHE001774
Employment Type: Full-Time
Remote: Yes
Locations: Rome or Milan
Description: Archer is a leading provider of integrated risk management (IRM) solutions that enable customers to improve strategic decision-making and operational resilience with a modern technology platform that supports qualitative and quantitative analysis driven by both business and IT impacts.
Key Responsibilities:
- Drive and manage complex sales cycles, with multiple stakeholders, from initial contact through to contract signature.
- Create and implement a strategic territory management approach including white space analysis to focus prospecting efforts.
- Identify long-term and short-term opportunities. Generate and maintain adequate pipeline coverage given quota and win rates.
- Build your network and leverage cross-functional resources like Sales Development Representatives, Marketing, Presales, Product Management, Professional Services, Partners, and Leadership to achieve objectives and maximize results.
- Develop account relationships and trust by creating a high-value working relationship with senior stakeholders.
- Skillfully overcome objections and remove obstacles to gain commitment.
- Negotiate with a focus on maximizing value.
- Ensure high forecasting accuracy and consistency. Update CRM tools regularly and in a timely manner, according to company standards.
- Build and maintain a strong knowledge of Archer solutions and services – and key domains including Enterprise Risk Management, Compliance, Audit, ESG, Cyber Risk, Vendor Risk, and Business/Operational Resilience.
Requirements:
- Strategic enterprise selling skills and ability to win new business from executive level buyers and influencers.
- Result-driven self-starter with a proven track record of consistently achieving or exceeding sales targets.
- Creative and willing to try new things to overcome obstacles and achieve goals.
- Strong knowledge of SaaS and enterprise software sales methodologies, best practices, and industry trends.
- Recognized as a thought leader on solutions and services.
- Minimum of 3 years of related experience in a dedicated "hunter" capacity.
- Demonstrated achievement in enterprise software/IT sales with diverse responsibilities.
- Minimum of 5 years of field, strategic sales experience with a B2B enterprise software solution, preferably SaaS.
- Fluent in Italian and English. Able to drive C-Level conversations and sales cycles in both languages.
- Located in Italy.
About Archer: Archer is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment.
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