Enterprise Account Executive

18 ore fa
Pavia, Lombardia, Italia Wolters Kluwe Tempo pieno
Siamo alla ricerca di Enterprise Account Executive con forte orientamento commerciale e solido background nel dominio della formazione e dello sviluppo HR, per guidare la crescita delle nostre soluzioni presso direzioni HR e HR corporate di aziende medio-grandi e grandi organizzazioni, pubbliche e private, in Italia. Informazioni sul ruolo Il ruolo è pensato per professionisti che abbiano già svolto un’esperienza lavorativa analoga, vendendo soluzioni o servizi complessi in ambito formazione, HR tech, consulenza organizzativa o sviluppo delle competenze, e che dispongano di un network HR strutturato e attivo (Direttori HR, Responsabili L&D, HR Business Partner). Sarai responsabile dell’intero ciclo di vendita e avrai il compito di tradurre bisogni formativi e strategici complessi in soluzioni digitali e percorsi strutturati, capaci di generare valore misurabile per i clienti. Riporterai ai Large Account Sales director e collaborerai con team di specialisti di prodotto e di contenuto formativo, contribuendo alla costruzione di una cultura orientata alla performance, alla qualità delle relazioni e alla crescita sostenibile del business. Responsabilità
* Gestire l’intero ciclo di vendita: dall’attività di prospecting e qualificazione fino alla negoziazione e chiusura del contratto.
* Sviluppare e consolidare relazioni di valore con Direttori HR, Responsabili Formazione, Head of People, HR Innovation Manager e stakeholder di livello executive.
* Applicare logiche di strategic account planning per identificare e sviluppare opportunità ad alto potenziale nelle organizzazioni target.
* Collaborare con specialisti di prodotto e contenuto per progettare demo, pilot e soluzioni formative personalizzate, coerenti con i bisogni del cliente.
* Comprendere in profondità i processi HR, i modelli di apprendimento e le priorità di sviluppo delle competenze dei clienti.
* Analizzare strutture organizzative complesse per individuare use case rilevanti in ambito formazione, reskilling e upskilling.
* Gestire trattative multi-stakeholder coinvolgendo HR, IT, procurement e funzioni di business.
* Monitorare e gestire accuratamente la pipeline commerciale, applicando modelli strutturati di qualificazione.
* Utilizzare metodologie di vendita consulenziale orientate al cliente per far avanzare trattative complesse.
* Presentare business case e proposte di valore che dimostrino l’impatto delle soluzioni in termini di ROI, efficacia formativa e sviluppo organizzativo.
* Condividere feedback di mercato e insight con i team di prodotto e leadership per contribuire all’evoluzione dell’offerta.
* Contribuire allo sviluppo e al miglioramento del playbook di vendita enterprise. #J-18808-Ljbffr

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