Development position to prepare individuals for Sales Representative roles in First American's Agency Division. Focus on learning sales processes, building relationships, and conducting market research.
About the role
- Sales Executive responsible for winning new business with Causeway's construction software solutions. Focusing on building relationships in civil engineering and local authority sectors across the UK.
Responsibilities
- Achieve annual recurring revenue (ARR) targets through closing sales of our software and supporting professional services.
- Develop and manage a GTM and quota attainment plan to maximise sales success within your solution group.
- Identify, build and maintain relationships with key decision makers and influencers to position Causeway as the preferred supplier prior to, and during, procurement processes, as well as to identify new and emerging opportunity.
- Understand and influence potential customer decision-making process and guide them to positive decisions and outcomes on Causeway’s proposals.
- Ensure that terms of business with new customers are suitable and enable the business to recognize recurring revenue as quickly as possible.
- Work with the Marketing and SDR teams to produce campaigns and events to generate new prospect leads to deliver target pipeline coverage for your territory.
- Host in person and online meetings with potential customers in conjunction with the Pre-Sales / Product teams to demonstrate how Causeway’s solutions solve their problems and deliver value.
- Work with the Pre-Sales / Product teams to ensure that our proposals and responses to RFIs, RFPs and tenders are tailored and clearly articulate the value that Causeway’s solutions deliver.
- Develop and maintain an in-depth knowledge of the target market, their pain points, competitor information, market developments and value propositions in order to deliver insight and value to prospects and maximise opportunities.
- Ensure a robust and continuous approach to opportunity qualification is undertaken using MEDDPICC, MAPs, use of digital sales enablement tools.
- Ensure proactive and timely updates are made in the company CRM system regarding all interaction in progressing sales opportunities.
- Produce accurate sales forecasts and proactively manage your sales pipeline.
- Collaborate and share strategies, tactics and resources to help maximise the potential for revenue growth within the business.
- Represent the company at industry events in person and online.
- Achieve sales excellence KPI’s, including face to face focus first, CRM best practice, pipeline health, opportunity management, pipeline generation.
- Demonstrate a growth mindset by learning about the industry through various methods, including the use of agentic AI.
- Liaise with internal colleagues to prepare you for having knowledgeable, credible, and transparent conversations with prospective customers in the industry.
- Act as a thought leader for our solutions via social channels (such as LinkedIn).
- Establish and maintain a continuous feedback loop with customers and relevant internal teams to gather insights, identify areas for improvement, and drive iterative enhancements to products, services, or processes.
- In alignment with our CausewayOne platform strategy, collaborate across business units.
- Assist customers in the production of business cases and ROI calculation.
Requirements
- Proven track record of closing new logo and cross-sell sales, working to the cadence of a quarterly driven sales organisation.
- Proven experience of closing sales involving multiple decision makers and senior stakeholders.
- Ability to navigate and influence complex decision making and buying processes.
- Ability to competitively out-think other suppliers.
- Ability to understand potential customer short-, medium- and long-term objectives and align solutions to these.
- Ability to deal with complex contractual negotiations.
- Excellent communication and interpersonal skills.
- Excellent written communication skills and previous experience in responding to RFIs, RFPs, tenders and other written requests.
- Ability to work to a personal target, being autonomous, proactive and managing time effectively to maximise effectiveness across your solution group.
- Ability to work as an integral part of a team with excellent collaboration skills to define and drive execution of business plans.
Benefits
- 25 days annual leave + public holidays, increasing with length of service.
- 4% matched pension.
- Income protection and life assurance.
- Access to our award-winning benefits platform.
- We take mental health seriously and have a dedicated EAP available 24/7.
- £100 allowance towards a fitness club.
- Dell discounts.
- Private Medical Insurance.
- Paid study leave + volunteering days.
- Car Scheme.
Job title
Job type
Experience level
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Not specified
Degree requirement
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