Title:  Venue Account Executive

Summary:

We are seeking a high-energy, motivated Account Executive to represent DFIN as we continue to expand our market share as a virtual data room provider.  The Account Executive is responsible for selling virtual data room services for merger & acquisition (M&A) purposes to all levels within the advisory services communities which consist of investment banks, private equity firms, and law firms within the UK.  This is a fast-paced team with a high volume of transactional business where we are trying to increase our market share position.  

DFIN is utilized as a cloud content management tool in mergers, acquisitions, divestitures, capital raises, corporate restructuring, and other strategic transactions.  Given the importance of penetrating the top-tier accounts, this individual may be assigned to work as part of a sales team or independently to sell to prospects and existing clients with the purpose of ensuring our platform is the preferred provider of data room services in all assigned accounts.  The Account Executive will have the opportunity to engage with clients at social events and in other fun interactive and creative ways.  This is an excellent opportunity to grow a successful sales career with a company with proven technology and strong brand awareness. 
 

Responsibilities:

• Conduct prospecting and marketing leads for new accounts and expansion of contacts within existing accounts to identify and establish relationships with investment bankers.
• Meet or exceed Key Performance Indicators (KPIs) including the number of calls, meetings, and other sales-based activities.
• Identify the need for information and collect it to gain a better understanding of client issues and problems.
• Collect account history from all relevant DFIN departments and published sources to ensure a complete and comprehensive understanding of the account.
• Utilise LinkedIn Sales Navigator to locate new senior Advisory professionals and build business relationships.
• Develop sales strategy and account plans within account deck to gain greater market share, including proactive research of potential deal activities and trends.
• Deliver the DFIN value proposition in the field, phone meetings, and virtually, employing value-based conversations to arrive at a highly differentiated solution.
• Engage customers in unscripted dialogue that focuses on addressing their problems.
• Articulate the value DFIN solutions can provide, leveraging the strength of the DFIN brand, scale, and market position to place DFIN at a competitive advantage.
• Build and maintain a strong sales pipeline and forecast through discovery calls and meetings.
• Drive the sales process and manage the contract and approval process of new deals, including negotiating on price and getting approvals, including contract terms.
• Conduct opportunity and account review sessions with the manager using the Customer Engagement Model tools. Complete required reports by the deadline and maintain an accurate forecast.
• Manage all information related to the account(s) in the Salesforce.com CRM system.

Qualifications:

• Bachelors’ degree or equivalent experience
• At least 12 months of relevant experience in a quota bearing sales role.
• Developed prospecting and researching skills.
• Ability to run customer meetings, product demonstrations and customer presentations
• Must be able to be situational fluent in front of the customer, to be ready to respond and to adapt to what they are saying and to respond to objections by differentiating the DFIN solution and value.
• Ability to manage a high transactional book of business, with a focus on driving a large amount of sales activity into the defined territory list.
• Demonstrates tenacious sense to urgency to address client issues.
• Must be a good communicator and skilled at developing relationships through sales outreach.
• Demonstrates the ability to prioritize critical activities
• Able to think and act creatively and tactically.
• A positive attitude and professional demeanor is essential along with the flexibility to work in a fast paced, rapidly changing environment with many clients.
• Entrepreneurial attitude.