Job Title: Account Executive - OEM (General North America)Job Title: Account Executive - OEM (General North America)
Location: Open
Position Summary:
Autonomy is a $6B UK-based publicly traded enterprise software company that has experienced tremendous growth and has been profitable each quarter for the past eight years. We have immediate openings for experienced Original Equipment Manufacturer (OEM) sales representatives in several major US metropolitan areas.
As part of our OEM Program, numerous industry-leading software companies embed Autonomy's award-winning technology into their software solutions. By leveraging Autonomy's technology, OEM licensees are able to address the problem of unstructured information and provide advanced automated information processing functionality through their applications while accelerating their speed to market. Autonomy is relied on by OEM customers all over the world and in many different industries including business intelligence, content management, document management, records management, corporate data security, eCommerce, customer relationship management, marketing and sales automation and portals.
As an Autonomy OEM Account Executive you will be at the forefront of our efforts to expand our growing OEM business. Your sales focus will be directed at software manufacturers, ISVs and ASPs with the goal of embedding the Autonomy solutions in those applications. We are looking for highly motivated, expert negotiators who are interested in working with a world-leading software solution. This sales role is often highly technical therefore those with technical or development experience are encouraged to apply.
Responsibilities:
Develop opportunities, demonstrate, advise on, promote and sell our OEM solutions by identifying new prospects and business cases that would benefit from the Autonomy technology suite.
Maintain relationships with existing OEM customers in order to ensure continued success and jointly identify additional uses of Autonomy OEM technologies
Review royalty reports for consistency and accuracy as well as monitor license status within existing customers to maximize revenue capture and opportunity.
Use knowledge of software licensing and distribution and financial modeling techniques, including net present value, to illustrate the value of an Autonomy solution and construct win-win business models.
Prospect for new leads, demonstrate Autonomy products, draft high quality proposals, manage technical evaluations as a part of the standard sales process.
Management of customer and internal expectations and requirements are essential. Candidates must be able to manage the sales process, including all touch points in the account (client business owners and C-levels to internal marketing, sales, tech, services, etc.), in support of a revenue outcome in a forecasted period of time.
Meet or exceed quarterly revenue targets through required prospecting, pipeline management and opportunity sales process management.
Maintain relevant data in Autonomy's sales force automation tool by recording all significant sales activity for each account or opportunity, including forecasts, in an accurate and timely fashion.
Requirements:
A BA/BS degree from a top university is required. Technical disciplines and advanced degrees are preferred.
Either: 1) a minimum of 5 years OEM enterprise software sales experience and a strong technical understanding of software solutions in similar industries, with a proven track record of success, or, 2) a similar number of years in a customer-facing technical OEM software role, with a proven track record of success, and a desire to move into sales.
A highly successful track record of calling on and closing at the senior business and technical executive level especially CTO, VP Product Management, VP Product Development/Engineering.
Consistent and verifiable earnings history of quota overachievement, with demonstrated success of multi-year quota achievement
Demonstrated experience selling in one of the following software industries: search, business intelligence, Records/ Content/Document Management, eCommerce, CRM, Email and/or content archiving, or corporate data security
Strong presentation, public speaking, demonstrating, written and verbal communication skills are required.
The ability to work well in an entrepreneurial environment. The ability to innovate and create opportunities out of uncertainty.
The ability to support heavy travel requirements is essential.
Systems Engineers wishing to transition to sales will be strongly considered for the position. Compensation and benefits package is highly competitive and includes an un-capped commission plan and excellent benefits. For immediate consideration please apply through our website.
About the Company:
Founded in 1996 and utilizing a unique combination of technologies borne out of research at Cambridge University, Autonomy has experienced a meteoric rise. The company currently has a market cap of $6 billion and is the second largest pure software company in Europe. Autonomy has a global presence with dual headquarters in Cambridge, UK and San Francisco, USA and offices throughout the world including North America, Western Europe, Australia, Asia Pacific, Japan and China. Autonomy's position as the market leader is widely recognized by leading industry analysts including Gartner, Forrester Research, IDC and Ovum, with the latter saying no vendor manages to match or come close to Autonomy. Autonomy is an Affirmative Action and Equal Opportunity Employer.
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