Senior Account Executive_P.Jaworski_ISD-79312

Join Deviniti as Senior Account Executiveand grow together with us!

No time to read? That’s okay! Here’s a short summary:

If you have experience selling IT projects, consulting, implementation or software development services and can guide clients through the full sales process, this role could be a great fit for you. We’re looking for someone with experience selling Professional Services, so a background limited to body leasing, infrastructure, hardware or license-only sales will not be sufficient for this role.

• Role: developing relationships with existing clients (upselling/cross-selling) and acquiring new projects within the B2B / Mid-market / Enterprise segments.
• What you'll sell: Professional Services, implementation and consulting services, including the Atlassian ecosystem, Generative AI / GenAI and custom software.
• Work model: mobile, combining remote work with regular client meetings.
• Your environment: you will join our Revenue Unit and work closely with consultants, the Presales team and Delivery.

What will you be selling?

• At Deviniti, we sell complex IT projects and Professional Services, combining consulting and technology expertise. Depending on the client's needs, you may develop sales opportunities across areas such as AI and GenAI, Data, Software Development, Atlassian and technology transformation.

  Your role will be to identify the client's business needs and translate them into specific IT projects and services that we can deliver together. You won't be selling an off-the-shelf product from a price list. You will guide a process where, together with the client and our experts, you identify the challenge, develop a solution concept and work towards signing the contract.

  In practice, the sales process may include discovery and needs analysis, defining the project scope, developing a solution concept, involving consultants and technical teams, preparing estimates and proposals, presenting the solution, negotiating and closing the deal.

  Thanks to our broad portfolio, you will also have the opportunity to grow existing accounts by opening up new projects and areas of cooperation through upselling and cross-selling.

What will you be responsible for?

• managing and developing a client portfolio, including creating Account Plans, stakeholder mapping and identifying opportunities for new IT projects and Professional Services;
• managing the full sales cycle for IT projects and Professional Services, from prospecting and discovery, through needs assessment, qualification and solution development, to negotiations and contract closing;
• translating clients' business needs into specific solutions, projects and service scopes, working closely with consultants, Presales and Delivery;
• coordinating the preparation of proposals, estimates and business presentations;
• building relationships with key client stakeholders and expanding cooperation across different levels of the organization;
• maintaining transparency in CRM, forecasting the pipeline and applying sales best practices such as MEDDPICC;
• identifying new business opportunities and, depending on your experience, also acquiring new clients.

You are the one we’re looking for, if:

• you have the following skills:
  • 4-5 years of B2B sales experience in the IT industry, including experience selling IT projects and Professional Services, consulting, software development or technology implementation services to B2B / Mid-market / Enterprise clients;
  • experience selling complex technology services and projects that require the involvement of consultants, Presales or Delivery teams;
  • experience managing the full sales cycle: from identifying a need and conducting discovery, through solution and proposal development, to negotiations and closing;
  • experience selling services and projects, rather than exclusively products, licenses, infrastructure, cybersecurity or body leasing;
  • the ability to work closely with technical, Presales and Delivery teams;
  • knowledge of MEDDPICC or a similar sales framework;
  • very good English skills (minimum C1);
  • Nice to have:
  • knowledge of the Atlassian ecosystem (Jira, Confluence, JSM) or ITSM / work management solutions;
  • experience selling GenAI services.
• you can also work in a team! In particular, we value:
  • lead conversations consciously, communicate your thoughts clearly, answer questions directly and understand your own strengths as a salesperson;
  • ask the right questions, listen, identify the client's business challenges and translate them into relevant solution recommendations.

What do we care about?

• Your mental and physical well-being: we offer access to Mindgram, and we also have a running led by our own coach, who motivates us to get up from behind our desks and engage in physical activity together.
• The development of your skills: each team has their career paths and we also participate in both internal and external trainings to constantly learn more.
• Your opinion and influence on your work environment: we use Officevibe (an employee experience platform), and we cultivate the culture of constructive feedback and recognition.
• Your freedom: apart from working from home and flexible hours matching your lifestyle, we also have many hobby groups that allow you to share your passions with others. So, are you interested in arts and crafts, literature, plants, board games or sports?
• The world and people: through our CSR program “Deviniti Cares” we take care about our planet, as well as about people around the world. Together we decide what causes we support, and we help by using the quarterly budget established entirely for charity initiatives.

Do you want to join us? Apply! Your recruitment process will be led by Wiola, who will guide you through 5 stages of the recruitment process:

You can expect the following 4 recruitment stages:

1. CV screening - we read about your experience and make sure that it matches our needs.

2. Phone interview - during these 30 minutes the recruiter describes the role further and asks a few questions (i.e. about your expectations and notice period).

3. Online interview - an online meeting of around 1 hour with the recruiter and the team leader, focused on your skills and your potential fit with the team.

4. Recruitment meeting at our Wrocław office - a meeting with the recruiter, team leader and Head of Revenue. We will dive deeper into the topics discussed earlier and work through case studies.

5. The decision, which is presented to you about 2 weeks after the interview.

Who are we, what have we accomplished so far, and what are our values? Check it on our websitehttps://deviniti.com/about-us/. You can also follow us onLinkedIn andFacebook.

Our company has implemented whistleblower protection procedures in accordance with the applicable law. Every candidate and employee has the right to report irregularities in a secure manner, and all reports are fully protected under the law.

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