Sales Executive

  • Company: Hazy
  • Salary:
  • Location: London
  • Date: 1 month ago
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Location: London, UK Start Date: Q4 2020 // The Opportunity The most valuable commodity a company has today is its data. The evidence of just how valuable is illustrated by the unprecedented growth of new companies who have exploited data to become the biggest in the world: Amazon, Apple, Facebook, Google. However, the regulatory, security and compliance rules of accessing a company's data quickly, safely and with zero risk to drive change and deliver value to an organisation is extremely difficult and in some cases almost impossible. Hazy has developed solutions to generate a synthetic version of real data quickly, safely with no risk allowing our customers to concentrate on exploiting the value of that data to drive their organisation forward in meeting today's business challenges. // Who We Are Hazy is a synthetic data generation company. We use advanced artificial intelligence and machine learning techniques to generate a new type of smart synthetic data that solves the privacy, compliance and access constraints placed on businesses today. Hazy is backed by top-tier investors including Notion, Albion and Amadeus alongside strategic investments from Microsoft and Nationwide with a £3.5 million funding round secured in January 2020. Our customers include Accenture, Nationwide, BMW and the UK Government who are using Hazy to transform their ability to analyse, share and monetise their data assets. Hazy reduces the time and cost of generating such data from months to days whilst avoiding the issues of legacy anonymisation techniques such as masking to create truly safe data. We increase data agility by removing the risks and constraints of using production data to allow the safe interchange within our customers' organisations and with external partners. Use cases for Hazy include external analytics, vendor evaluation, data monetisation, cloud analytics and cross-silo analytics. The Hazy Enterprise Architecture is specifically designed to enable organisations to generate synthetic data in a secure air-gapped environment before safely sharing its synthetic equivalent across internal boundaries and with third parties. The Hazy generators create statistically representative synthetic data that preserves the statistical characteristics of the original raw data, its format, look and feel, but does not contain any real information. Our team is a highly motivated group of experts in AI, data science, statistical analysis, application development, solution delivery, sales and operations from around the globe. If you're interested in joining a business at the cutting edge of AI / ML working to create the new data economy, you care about privacy and you're eager to help us grow, then you will fit right in with the Hazy crew. Read more about us at: // The Role Hazy is looking for a dynamic Sales Executive to join our Sales organisation. You will have direct experience of working for a startup / scale-up, be well versed in data privacy and will have successfully sold complex disruptive technologies into Enterprise accounts. You will carry target and be responsible for winning Hazy product opportunities for synthetic data that matches with our use cases and strategy. We commit to fully onboarding and welcoming you to the team, equipping you with in-depth knowledge of our solution and how to deploy our product in our customers' complex and secure environments. You bring domain expertise coupled with an ability to understand customers' business challenges and technical environments that you can turn into winning value propositions that beat the competition. Critically, as the Sales Executive, you will establish trust with customers and focus to solve their problems. You will draw on a broad range of skills and experience to be effective, ranging from sales skills, understanding of the enterprise environment, software knowledge, proposal development, presentations, demonstrations, RFP responses, and ROI analysis. The role demands working closely with our customers at all levels in conjunction with our sales, marketing, product, professional services and management teams to leverage the maximum value from opportunities. Hazy offers an extraordinary opportunity to the right person to make a real contribution to a company that is scaling up and working with clients from multiple sectors to offer transformational synthetic data solutions. // Responsibilities Drive systematic, profitable growth by meeting or exceeding sales quotas and key performance indicators. Sales Target: Achieve or exceed personal sales target (quota) by proactively managing the sales cycle for products and implementation services to new and existing customers. Meet or exceed monthly commit numbers, achieve quarterly and annual quota targets. Achieve targets for customer satisfaction (CSAT) and loyalty levels (retention). Grow monthly recurring revenue (MRR) through selling, upselling, cross-selling and securing contract renewals. Relationships: Create and maintain relationships with customers at all levels by focusing on decision makers, political influencers and senior level executives within the organization. Work with the customer and all Hazy departments to build the team to execute on an opportunity, communicate the sales strategy to all team members so they understand their role and communicate overall strategy to management. Be able to change the strategy and listen to team members who may have alternative ideas. Business Acumen: Demonstrate understanding of the customer's business challenges, internal political environment, market trends, competition and partners that may affect the customer's business and decision making. Translate customer requirements into winning proposals that demonstrate the value proposition and ROI for each opportunity and position Hazy as a long-term business partner to the customer. Sales Process: Manage the end-to-end sales process from Lead to Closed Won / Lost to ensure sales pipeline is kept current and accurate at all times. Ensure leads and opportunities are qualified against our criteria throughout all sales stages. Forecast accurately and consistently ensuring Commit deals are closed on time. Produce and deliver presentations, demos, proposals and tenders to customers on the company, products, services and solutions with business benefits they deliver. Create sales proposals that encompass the customer's business requirements, technical solution, benefits, ROI and standard product offerings including support. Lead Customer Discovery sessions to qualify the customer's business need, uncover the customer use cases and their technical environment to develop their solution. Develop a sales pipeline of at least 3 times greater than quota for the Financial Year. Develop and lead outbound sale campaigns for lead generation. Lead Hazy's response to customer RFIs / RFPs to bring together the resources, expertise and partners as required to deliver high quality submissions on time. Product Feedback: Liaise closely with the Product team to feed product issues, feature requests and market requirements into the product development pipeline. Sales Planning: Lead sales and cross-department teams with account and deal planning. // Specialist Knowledge, Experience and Skills Required: Sales - working for early stage companies selling disruptive technologies into enterprise organisations such as banks and government. Understand their business and technical requirements to develop proposals that address their real-world problems. Solid foundation in data, operating in secure environments and enterprise class software. Knowledge of application software, development lifecycle and environment. Domain - good knowledge of the data / anonymisation / personally identifiable information governance, its legal framework and its application in real-world secure customer environments. Knowledge of synthetic data and its benefits over legacy solutions. Good knowledge of the finance market and its operating procedures. Knowledge of other regulated environments is also useful such as government and health. Customers - ability to establish strong trusted relationships with customers and dealing with the many challenges and pressures of a sales environment. Understanding of the customer's operational environment and the issues of delivering high quality solutions that deliver on expected ROI / TCO targets. Product - own the technical communication between customers and the Product team to assist in developing new features / roadmap by providing technical and commercial recommendations. Process & Tools - demonstrable knowledge of sales processes together with development of account planning, deal plans and bid reviews. Ability to produce high quality deliverables and collateral that support bids, presentations and proposals. Disciplined user of CRM system ensuring that detailed notes and call plans are captured for each engagement. People - good working knowledge of the different personas in customer, partner and software environments enabling appropriate conversations and vocabulary to be used. Problem Solving - ability to work largely unsupervised and address challenges within the sales cycle relating to customer priorities, time constraints, technical issues and the like. Escalations - ability to escalate issues as required from customers, partners and Hazy staff to the appropriate people. // General Knowledge, Experience and Skills Required:

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