Account Executive
We are currently seeking an Account Executive to join our team in Italy.
In the sales process, the Account Executive acts as a strategic advisor for customers and prospects, using consultative, value-based, and outcome-based selling techniques, while engaging with C-level executives throughout the process. The Account Executive will effectively leverage internal and external stakeholders to generate qualified opportunities, win new business, and expand ARIS’ footprint within existing customers, establishing long-term, trusted partnerships.
Essential Functions
Utilize your extensive sales expertise and background in process consulting or enterprise software to drive revenue growth within the assigned territory.
Develop and maintain a deep understanding of our transformative solutions, focusing on Business Process Automation (BPA), Process Mining, and Governance, Risk, and Compliance (GRC) tools.
Identify and engage potential clients within the territory, clearly articulating the value proposition and addressing their specific business challenges.
Leverage your knowledge of methodologies and frameworks such as PDCA, TQM, Lean Six Sigma, ERM/COSO, Value Chain (Porter), and Business Model Canvas to tailor solutions to clients' needs.
Collaborate with clients to understand their business process management, risk & compliance management, and enterprise architecture management requirements.
Stay informed about industry trends, tools, and methods related to business process analysis & modelling, process mining, and internal control & audit to support client negotiations.
Navigate the BPM ecosystem, including ERP, low-code platforms, ITSM/CMDB, hybrid integration/iPaaS, API management, analytics, and related technologies as required.
Manage the entire sales cycle, from hunting and prospecting to pipeline generation, opportunity management, and successful deal closing.
Provide regular updates and reports on sales activities to the sales leadership team.
Minimum Requirements
A minimum of 6 years of successful SaaS or consultancy sales experience, with a background in process consulting or enterprise software sales.
Proven experience working with partners as part of the sales process.
A background in business administration, economics, information systems, or a related field is preferred.
Experience in a “New Business Hunter” role within a relevant field or industry.
Nice to Haves
6+ years of experience in value-based SaaS sales.
A well-connected network of C-level executives where your relationships could be advantageous.
Proven track record in hunting, prospecting, pipeline generation, opportunity management, and deal closing.
Ability to speak and write fluent Italian and English.
Benefits
20 days' annual leave rising with tenure, plus 13 days of paid permits (permessi)
Meal vouchers (Titres/buoni pasto) for working days
TFR — statutory severance and retirement savings accrued throughout your career
Company car, or a monthly car allowance, for eligible client-facing and senior roles
Reduced-hours Fridays (finishing early), with flexible start and finish times daily
Annual variable pay
€60/month remote work allowance, plus a €700 one-time home office setup contribution
Company laptop and mobile
Paid leave for marriage (15 days), bereavement and study/exams
Company-provided technology and IT support