Account Executive, Corporate Development

About the Team

The Sydney team builds relationships with law firms, investment bankers, private equity professionals, lawyers and corporate development executives (M&A). 

Job Overview

Corporate development teams are increasingly looking to adopt a more structured approach to the transaction process and require technology solutions to more efficiently manage the deal pipeline. Intralinks offers an integrated solution to address these needs by offering a unified document repository, collaboration tool, and process management resource. Intralinks helps corporate development teams more efficiently categorize, manage, store, share, and track transaction information, resulting in a more streamlined deal process. 

We are searching for someone who is ready to take the next step in their sales career and join us as a Sales Executive in our Corporate Development team.

Our solution details include;

Leverages the industry-leading Intralinks Platform to secure content while allowing auditable, controlled access to internal personnel and external advisors based upon a flexible permissioning model.

Check-in and check-out ensures that the most current form of any content is in use while preserving the revision history of each document.

Audit trails, including access history, provide complete visibility into progress of all deals in the pipeline and specific task status.

The Sales Executive enjoys prospecting daily and is skilled at qualifying new customer opportunities, capable of challenging a prospect’s existing business practices, introducing Intralinks solutions, conducting deep discovery, and mapping customer business pains to the Intralinks solutions. This is a quota carrying direct sales position.

Key Responsibilities

Identify and establish relationships with key corporate dealmakers through prospecting, marketing leads and expansion of existing contacts within accounts

Identifies the need for, and collects, information to better understand customer pain points and priorities. Collects account history from all relevant Intralinks organizations and published sources.

Uses Twitter and LinkedIn Advanced Search to locate new C-level executives in corporations with profiles, and builds on these contacts to create business relationships.

Identify trends in the marketplace and specific opportunities and create appropriate action plans

Develop sales strategy and account plans within account deck to gain greater market share to include proactive research of potential deal activities and trends. Develop and manage a comprehensive territory plan addressing key corporate opportunities.

Deliver the Intralinks value proposition in the field, phone meetings and WebEx. Employs value based conversations to arrive at a highly differentiated solution.

Engages customers in “unscripted” dialogue that focuses on addressing the customer’s problems.

Articulates the value Intralinks solutions can solve, leveraging the strength of the Intralinks brand, scale, and market position to place Intralinks at a competitive advantage.

Build and maintain 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.

Meet or exceed set Key Performance Indicators (KPI’s), for example on number of calls and meetings and other sales based activities.

Conducts opportunity and account review sessions with manager using CoS tools. Completes required reports by deadline, maintains accurate forecast.

Manage all information in our CRM system related to the account(s).

Essential Qualifications

Bachelors’ degree or equivalent experience required.

5+ years of professional experience to include 3+ years proven success in achieving quota in a SaaS environment, with at least 12 months in a Corporate Development environment.

Ability to successfully prospect, conduct client presentations and high-level demonstrations as well as manage an entire sales cycle through security and compliance assessments, negotiations and deal close.

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 Intralinks solution and value.

Ability to run complex customer meetings, product demonstrations and presentations, with multiple client stakeholders and attendees.

Ability to identify and deliver the “compelling event” for the customer to buy.

Fluent in social selling skills. Proven ability to use LinkedIn and other web tools for prospecting, account research and prospect outreach.

Consistently demonstrates the ability to generate new business and grow existing revenue streams in addition to strong prospecting, opportunity identification, account management and communication skills.

Demonstrates tenacious sense to urgency to address client issues.

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.

A positive attitude and professional demeanor along with the flexibility to work in a fast paced, rapidly changing environment with many clients. 

Ability to work with technical teams and internal departments to ensure customer success.

Demonstrates a thorough understanding how businesses work. A keenness and quickness in understanding and dealing with a business situation in a manner that is likely to result in a desired outcome. 

Working knowledge of Microsoft Office, CRM and web-based technologies

Professional competency in English. Ability to speak Mandarin or Bahasa will be a bonus.

Desired Qualifications

Major in finance or business administration.

Experience with Software as a Service in the financial services vertical. experience for CRM

Sydney, NSW, AU