About Liferay
Liferay is a uniquely profitable B2B enterprise software company with 1,000+ fiery-eyed employees all across Europe, the Americas, the Middle East, Asia, and Africa. As a renowned provider of enterprise open source technologies, we have been recognized by Gartner for empowering businesses around the world to solve complex digital challenges. Liferay’s all-in-one platform unites Liferay DXP with our cloud platform capabilities, built-in analytics, and commerce functionality, reducing time to market and accelerating innovation. Our customer roster includes global companies such as Airbus, US Bank, Honda, and Desjardins.
But we don’t just make awesome software, we are also fueled by a greater-than-profit vision. By building a vibrant business, making technology useful, and investing in communities, we make it possible for people to reach their full potential to serve others. This commitment extends beyond our product; Liferay donates 10% of our profits to charities around the world. Oh, we’re also self-funded which gives us the freedom to work on whatever we think brings the most value to customers and communities in the long run!
About You and this Role
Liferay is seeking a highly motivated and experienced Account Executive – Public Sector to join our team for the Italian region (Italy, Greece, Turkey, Israel, Cyprus). This role will focus on building and expanding Liferay's presence within the Public Administration (PA) sector at the national, regional (Regioni and Comuni), and public-owned company levels. Based in Rome, this position will be instrumental in generating new business opportunities, cultivating relationships with key public sector stakeholders, and managing existing accounts to ensure customer retention and growth.
Key Objectives
* New Business Development: Leverage existing networks and establish new relationships within the public sector, including national and regional Public Administration entities, as well as public-owned companies.
* Account Management: Maintain and grow relationships with existing public sector clients to ensure satisfaction, loyalty, and additional sales opportunities.
* Regional Coverage: While primarily focused on Italy, this role will also manage opportunities in Greece, Turkey, Israel, and Cyprus.
* Industry Expertise: Understand the unique challenges and procurement processes of the public sector, navigating complexities such as public tenders and compliance requirements.
* Collaboration: Work closely with the Sales Manager (based in Milan), marketing team, SDRs, and partners to ensure consistent messaging and strategy execution.
* Work with Marketing and vertical pod resources to plan and execute lead generation campaigns.
* Create and deliver presentations for senior managers and decision makers.
* Draft and deliver proposals, RFP/RFI responses in a professional manner.
* Ability to uncover business initiatives and pain points, tie it back to Liferay solutions.
* Develop and maintain key account plans that identify opportunities for Liferay to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales utilizing our corporate sales methodology (Miller Heiman).
* Provide forecasts on best case and most likely sales volumes over relevant time periods.
* Be a positive representative of the company and its brand in the marketplace through your conduct, social media presence, LinkedIn, etc.
Required Qualifications
* Experience: 5-10 years of experience in technology sales, with a proven track record in the public sector or public-owned companies. Existing relationships with key stakeholders in Sogei or similar organizations are highly valued.
* Technical Knowledge: Strong understanding of enterprise software solutions, particularly in DXP, WCM, CMS, Commerce B2B, LCAP, and Cloud Computing (PaaS, SaaS).
* Public Sector Expertise: Deep knowledge of public sector dynamics, procurement processes, and compliance requirements.
* Sales Acumen: Demonstrated ability to independently manage the entire sales cycle, from lead generation to closing. Strong focus on relationship-building and consultative selling.
* Education: Bachelor's degree in Engineering, Computer Science, Business, or a related field. Equivalent professional experience will also be considered.
* Languages: Fluent in English, and proficient in Italian. Knowledge of additional languages (e.g., Greek, Turkish, Hebrew) is a plus.
* Travel: Willingness to travel within the assigned territory as required.
* Location: Based in Milan or Rome. If based in Milan, the expected travel frequency would be at least x2 trips per month to Rome. If based in Rome, the expected travel frequency would be at least x1 trip per month.
What We Offer
* Salary package w/ competitive benefits according to qualifications and experience.
* Opportunities to take responsibility, grow professionally, and Stay Nerdy.
* A positive and collaborative work culture.
* Check out what employees say about us on Glassdoor.
* Working at a leading open-source company.
Equal Opportunities Employer - Statement
Liferay is committed to the equal treatment of all candidates, customers and employees and to fostering a culture of dignity at work. Our operating procedure provides for equal opportunities in recruitment and employment with the aim to eliminate discrimination against any job applicant or employee on the basis of race, age, sexual orientation, gender, religion or beliefs, marital or civil partnerships status, family or dependency status, disability, pregnancy and maternity or membership of a traveling community.
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