Strategic Account Executive

As a Strategic Account Executive, you’ll own a focused portfolio of large, asset-intensive customers and prospects. You’ll have two clear opportunities: helping existing customers move from on-premise software to SaaS, and winning new enterprise accounts across utilities and other complex industries.  

This isn’t a high-volume sales role. It’s about knowing your accounts inside out, spotting opportunities before they formally hit the market, and positioning yourself as someone customers want involved in the conversation. If you enjoy complex enterprise selling and want genuine ownership of a small number of strategic accounts, there’s a lot here to get excited about. 

Who’s it for and what’s in it for you? 

Our client develops specialist financial software that helps some of the world’s largest energy and asset-intensive businesses make better decisions around their assets, tax, accounting and regulatory requirements. Their technology is trusted across some seriously complex organisations, including the majority of investor-owned utilities in the US. 

But what makes them particularly interesting right now is where they’re heading next. They’re investing in the next generation of their software, giving you the opportunity to join at a point where there’s plenty to influence, shape and build.  

They’re big believers in developing people too. In fact, 1 in 5 employees moved into a new role within the last year, so there’s real evidence that progression happens here rather than just being talked about. Plus you’ll get a great benefits package that includes: 

• 100% paid maternity and paternity leave 

• Extra paid leave when you get married 

• Flexible and hybrid working 

• Ongoing learning and development opportunities 

• Clear opportunities for internal progression 

• Competitive, performance-based rewards 

Add in a collaborative culture where people genuinely support one another and a business that actively gives back to its communities, and it’s a great opportunity if you want interesting work, room to progress and the flexibility to enjoy life outside of it too. 
 

What will your day to day look like? 

You’ll take ownership of around 10–12 strategic accounts, building the relationships, market knowledge and deal strategy needed to win complex enterprise opportunities. 

• Build and manage a high-quality pipeline across a focused portfolio of strategic accounts 
• Win net-new enterprise customers across Utilities and other asset-intensive sectors 
• Lead existing customers through the transition from on-premise software to SaaS 
• Own complex, multi-stakeholder sales cycles from early engagement through to signed agreement 
• Build relationships with CFOs, Finance leaders and other senior decision-makers 
• Use MEDDICC to qualify opportunities, shape deal strategy and maintain accurate forecasts 
• Develop account plans, map key stakeholders and identify the right route into each opportunity 
• Work closely with Solution Engineering, Professional Services and internal leadership to progress and close deals 

You’ll have the autonomy to manage your territory like a business, balancing long-term account development with the discipline needed to close major enterprise opportunities. 

This role will suit you if you… 

• Have a strong track record of selling complex enterprise software 
• Have closed seven-figure, multi-stakeholder deals with long sales cycles 
• Have sold software into Utilities and understand the challenges facing the sector 
• Are confident selling to CFOs, Finance leaders and other C-suite stakeholders 
• Have experience with enterprise software such as ERP, EAM, Maximo or financial applications 
• Have supported customers moving from on-premise software to SaaS or subscription models 
• Understand MEDDICC and use it effectively to manage complex opportunities 
• Can build strong relationships across an account and turn complex challenges into a clear commercial case 

A background in Finance, Engineering or another analytical discipline would be advantageous, as would experience across other asset-intensive sectors such as Oil & Gas, Rail or the Public Sector. 

Think this could be your next role? 

Then we’d love to hear from you! If you’re interested in applying or would like to see the full job description for this role, please get in touch with Lola on lola.hall@fmctalent.com 

The fine print 

Reference number: 22869 
Temporary or Permanent: Permanent 
FMC contact for this role: Lola Hall