• Develop and maintain relationships with existing local government customers to drive engagement and product adoption • Identify opportunities for upselling and cross-selling additional products and services to meet customer needs • Conduct regular account reviews, analyze usage data, and provide strategic recommendations to optimize customer value • Work closely with the customer success team to ensure a seamless customer experience and drive retention • Partner with sales and marketing teams to develop tailored upsell and cross-sell campaigns • Negotiate contract renewals, expansion and close new deals while ensuring customer satisfaction • Stay up-to-date with industry trends, local government challenges, and competitive offerings

• Lead, inspire, and develop a team of Client Executives, ensuring consistent delivery against revenue, pipeline, and growth targets • Own and deliver regional sales strategy, aligned to Unisys’ global growth objectives • Set, track, and optimise annual quotas, KPIs, and performance metrics • Drive pipeline creation and new logo acquisition, alongside expansion within existing strategic accounts • Partner with senior leadership to shape and execute go-to-market strategies for priority sectors and offerings • Champion a compelling Unisys value proposition, integrating digital workplace, cloud, AI, and mainframe capabilities • Build and maintain C-suite relationships, influencing complex buying decisions through thought leadership and outcome-led conversations • Lead teams in identifying client challenges and defining transformational roadmaps and business solutions • Collaborate with solution, delivery, and technology teams to ensure readiness to scale and win complex deals • Own forecasting, budgeting, and performance management, including variance analysis and strategic adjustments • Monitor competitive landscape and market trends, adapting strategy to maintain differentiation and growth

Role Description As an Account Executive (AE) at OnPhase, you will be responsible for acquiring new customers and selling onPhase software. Responsibilities include: - Performing initial analysis to qualify opportunities - Building pipeline - Forecasting - Closing business This position will be customer-facing and requires exceptional interpersonal and organizational skills. The AE position requires technical competence with onPhase products for the purposes of illustrating ROI of business automation. A successful AE divides his/her time as follows: - 90% - prospecting, promoting onPhase products and securing new customer contracts - 10% - administrative responsibilities As part of a highly collaborative sales and marketing team, the AE will own the prospect relationship and be relied upon to continually share market insight. As an Account Executive, you will: - Drive revenue growth by proactively securing new business opportunities within your assigned vertical and guiding them through the sales process with precision - Master onPhase messaging to effectively convey the business value of our solutions to prospects - Conduct informed, professional, and consultative meetings, utilizing designated product demos and pitch decks to showcase the business value of our solutions - Maintain meticulous SalesForce hygiene, ensuring comprehensive documentation of sales opportunities for accurate forecasting - Demonstrate proficiency in using our internal sales tech stack, including tools like Gong, 6Sense, and Sales Navigator to maximize performance and ensure prospect understanding - Expected travel requirement is up to 20% Qualifications - 5-8 years “above quota” B2B software sales experience - Adoption of a needs-based, consultative sales approach - Discovering buyer motivations and proven ability to navigate multiple stakeholders in a sale - Segmenting, targeting and actively penetrating key accounts in assigned area of business - Delivering strategic, creative and compelling presentations for software solutions - Proficiency in Salesforce, Outreach, Sales Navigator, Gong, Zoom Video Conferencing and other technology to optimize and grow your business - Microsoft Office technologies - Proven individual traits and abilities such as: - Strong business acumen with empathic listening skills - Engaging and persuasive public speaking and presentation skills - Motivated, self-disciplined and accountable to reliably achieve goals and forecasts - Adaptability, creativity, and team spirit - Prior experience working with DMS (Trucking and Auto Dealership Sales) systems is a plus Company Description

Role Description Bright Data is seeking a hunter-minded Enterprise Account Executive to join our fast-growing sales team. In this role, you will own the full sales cycle, from prospecting and platform demonstrations to negotiation and procurement, targeting the region’s largest enterprises. - Actively hunt, map, and prospect into enterprise accounts across the UK. - Partner with customers to understand their business needs and objectives. - Manage complex, technical sales cycles from initial discovery, through technical evaluation/POC (Proof of Concept), to legal/compliance sign-off and contract execution. - Conduct deep discovery to understand the prospect's data infrastructure, web scraping needs, and proxy requirements, translating them into tailored Bright Data solutions. - Maintain a high level of activity and momentum, navigating enterprise procurement and legal frameworks to accelerate sales cycles at high contract values. - Position Bright Data at all levels of an organization, including C-level executives. This is an IC, remote position located in the London area. Qualifications - 4+ years of quota-carrying experience selling technical B2B SaaS, Cloud Infrastructure, APIs, DevTools, or Cyber Security to Enterprise accounts. - Strong experience selling complex, consumption-based platforms or data-as-a-service (DaaS) solutions. - Proven track record of hitting or exceeding annual sales targets. - Comfortable discussing technical architectures. - A "builder" mentality: proven ability to open doors in new accounts, and expand in customer accounts. - Ability to handle data privacy and compliance conversations smoothly. - Exceptional interpersonal, written, and verbal communication skills. - Ability to clearly demonstrate executive presence and engage in business-level discussions with C-level executives. - Experience with MEDDPICC, Value-Selling, Challenger Sales, or Sandler Training is highly preferred.