Account Executive Italy
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Overview
In this role you will own the full sales cycle for new business in Italy and manage existing Italian accounts, driving renewals and expansion. You will engage senior stakeholders across facilities, operations, procurement, finance, and IT to build a compelling business case for the ServiceChannel platform. Collaborating with cross-functional teams, you shape the customer journey from initial discovery to contract signature and ongoing account management. You will operate in a fast-growing, entrepreneurial setting with a strong customer-centric mission and a clear impact on Italy's market growth.
Retribuzione / Benefits
- competitive base salary
- uncapped commission
- remote working with flexibility
- onboarding and product training
- health/dental/vision insurance
- retirement plans and life/disability insurance
Responsabilità
- Build and manage a healthy pipeline for mid-market and enterprise customers in Italy
- Meet and exceed sales targets
- Run complex, consultative sales cycles with multiple stakeholders from discovery to signed contract
- Quantify business value and present tailored ROI proposals
- Lead discovery sessions and coordinate product demonstrations with Solutions Consulting
- Develop account plans with executive sponsors (Heads of Facilities, COOs, CFOs, Procurement Directors)
- Negotiate terms and navigate procurement, legal, and security reviews
- Maintain accurate opportunity/forecast data in Salesforce
- Collaborate with Marketing and BDRs on targeted campaigns and ABM programs in Italy
- Seamlessly hand over new customers to Implementation for long-term success
- Own relationships with existing ServiceChannel customers and drive renewals, upsell, and cross-sell
- Conduct regular business reviews with clients and collaborate with Client Success and Professional Services to deliver outcomes and resolve escalations
- Represent ServiceChannel at industry events and customer meetings in Italy
Requisiti fondamentali
- 5+ years of new business software sales experience selling to multi-site organizations in relevant sectors
- Experience selling SaaS into facilities/asset management, procurement or field service is a plus
- Proven ability to manage long, complex sales cycles with senior decision-makers
- Experience growing existing accounts (renewals, upsell, expansion) alongside new business
- Structured, value-based sales approach; familiarity with MEDDICC, Challenger, or Value Selling is a plus
- Strong network and relationships with enterprise clients in Italy (retail, grocery, restaurant, fitness, convenience)
- Native-level Italian; professional fluency in English; German or French is a nice to have
- Ability to forecast accurately and manage opportunities in Salesforce or similar CRM
- Self-starter, ambitious, collaborative team player
- Willingness to travel ~60% within Italy and across Europe
- client relationship building
- cross-functional collaboration
- strategic thinking
- Salesforce or similar CRM
- ROI/cost-benefit analysis
- Value-based selling methodologies (MEDDICC, Challenger, or Value Selling)
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