Description:
About the Role:
The primary role of the Snr Account Executive is to prospect, build relationships, and generate, manage and close opportunities for MRI’s Occupier solutions (products and services) within a defined territory. This position falls under our Commercial Occupier Sales team, which is a significant growth and investment area for MRI and forms a key part of the company’s 3-year strategy. MRI requires an experienced B2B sales professional with a proven track record to manage and generate new and recurring revenue. Outside of the physical job description, MRI are keen to ensure that cultural fit and team mentality plays and equal part in this recruitment process. The team work hard and achieve amazing results; celebrating the wins and recognising success is part and parcel of joining our high energy sales culture at MRI. The successful candidate must be able effectively qualify opportunities, manage senior stakeholders and lead the entire sales life cycle.
Responsibilities:
- Proactively establish professional and productive relationships with existing and prospective Occupier clients, building trusted C-suite relationships to ensure strategic alignment.
- Design, develop and executive against strategic Account and Territory plans that outline and prioritise the path to revenue, whilst also engaging relevant internal stakeholders throughout the sales process to ensure cross functional alignment - including but not limited to sales engineers, marketing, sales development, professional services consultants, and product design teams to deliver a platinum client experience.
- Drive and manage the entire sales process – conducting client research, identifying opportunities, mapping client requirements, positioning appropriate MRI solutions, supporting and scheduling software demonstrations, negotiating and closing opportunities within an assigned territory.
- Accurately forecast and manage expectations with Senior Leadership teams to showcase path to goal, and/or actions required to close pipeline gaps to meet quarterly budgets.
- Act as a “solutions expert” consultant to help MRI partners understand and execute against MRI strategic initiatives to deliver a unified client experience.
- Deliver high quality presentations to Tier 1 clients, highlighting the value and quantifiable benefits the client can expect from investing in MRI solutions.
- Manage complex contracting process and intricate contractual and legal discussions.
- Lead and navigate critical sales negotiations with large commercial Occupiers, with a commercial business lens that creates mutual value for both the client and MRI.
- Promote MRI at industry conferences and trade shows, acting as industry and solution expert for one of our largest Occupier solutions.
Job Requirements:
- Understanding of the Corporate Real Estate Market is a must
- Familiarity with Occupier Technologies, PropTech, Integrated Workplace Management Systems (IWMS), Smart Buildings, IoT and Experience Technologies is highly desirable
- 3+ years of strategic, Top tier software/ service / solution sales experience is preferred
- Strong influential skills with ability to work across diverse stakeholders to drive common solutions
- Ability to operate autonomously and independently across multiple work streams with little to no supervision and direction from Management
- Ability to network within industry, leverage strategic relationships to deliver value for all parties.
- Bachelor’s degree or higher.
- Demonstrated sales track record exceeding assigned quotas in tier 1 space, adding value through client relationships to increase revenue over a sustained period, exceeding sales targets with ability to work with the key stakeholders.
- Verbal and written communication skills with the ability to build and deliver impactful presentations.
- Ability to operate in a very fast paced environment with multiple high-level priorities
Benefits:
- Flexible working arrangements
- Uncapped commission structure
- 16 hours of Flexi AnyDay
- Me Days: additional 3 days of annual leave for qualifying employees
- Engaging, fun & inclusive culture: check out the MRI Software APAC Insta feed and stories!
- High performance recognition program and perks i.e. Circle of Excellence
About the Business:
MRI Software delivers innovative applications and hosted solutions that free real estate companies to elevate their business. Our flexible technology platform, along with an open and connected ecosystem, allows us to meet the unique needs of real estate businesses, from property-level management and accounting to investment modeling and analytics for the global commercial and residential markets. With over five decades of expertise and insight, we have grown to include offices across the United States, the United Kingdom, Hong Kong, Singapore, Australia, South Africa, New Zealand, Canada, and India, with thousands of team members to support our clients and their unique needs! MRI is proud to be an Equal Employment Opportunity employer.