Sales Senior Executive - Software Sales (m/f)

Challenge
CAST has aggressive growth plans in the UK. We are looking for strong sales executives who are
comfortable operating as a trusted advisor to C-level IT execs, and are driven to penetrate new
accounts and capable of managing a multi-dimensional sales process.
Reward
Beyond offering an attractive compensation package, and a company spirit that is based upon
respect for the individual and for his/her long term achievement and work ethic, we also offer the
opportunity to make a real impact in a developing market, something in itself that not many
companies can offer. CAST is the place to be for those who consider that making it happen as
opposed to managing things once they have happened makes for a most rewarding career.
Job description
As part as a small team, reporting to the UK Country Manager, you will be responsible for the
sales cycle from A to Z. Introducing a change agent into the market requires the ability to
interact with all management tiers, from managers up to CIOs and CTOs, so we are looking for
people who can:
1. Identify key decision makers (IT and business) and build strong relationships
2. Hunt for new customers and develop existing ones
3. Work closely with the Sales Engineering team (opportunity scoping, POC preparation, pilot
design, technical qualification, implementation vision development)
4. Leverage and help to develop the partner ecosystem (System Integrators &
Consultancies)
5. Prepare and perform VP/CIO level sales and vision/solution development presentations
6. Gain the confidence of Architects and CTOs
7. Justify experience of negotiating major contracts and of closing seven figure new business
deals
8. Demonstrate a track record of consistent forecast accuracy
Must Have Requirements
1. A minimum of five years of demonstrable, successful enterprise IT or services sales
experience with a software company or systems integrator, selling to Global 2,000
organisations
2. A comprehensive understanding of the application development space
3. An ability to articulate a solution value proposition in business terms based upon complex,
technical customer requirements
4. Highly articulate, both written and orally
5. Polished and convincing presentation skills
6. Strong business and IT acumen with an understanding of the issues major organisations
need to tackle and resolve
7. Farmers and followers should not apply, we are only looking for hunters and snipers

Company
CAST is the pioneer and indisputable leader in the fast growing Software Analysis and
Measurement market space, which is today at its tipping point. Our enterprise software and
services provide Global 2,000 CIOs and VPs of Application Development actionable visibility into
the quality and quantity of the work performed by outsourced, offshore and/or in house
development teams. It is not just one more tool, but an agent of change that boosts the level
of maturity of the whole application development and maintenance (ADM) industry:

CAST has the potential to change or affect a market in a significant way,

Huntley, Research SVP, Gartner Group
http://www.reuters.com/article/2011/04/22/idUS64660+22-Apr-2011+MW20110422

Helen

With the management visibility that CAST provides, our customers can reduce costs, accelerate
time to market, and deliver better user experiences all fundamental pillars of IT success.
CAST makes the invisible Visible, 2010 winner of the MOFILM global competition, by
Lloyd Choi
http://www.youtube.com/watch?v=SO_VZJuZj98&feature=related
UK Top Companies like BT, Vodafone, Aviva, Legal and General, BUPA, Credit Suisse, Deutsche
Bank, European Medicines Agency and most of the Global Systems Integrators have adopted the
CAST software platform to measure and analyse ADM (Application Development and
Management) outcomes. Our highly referenceable customers frequently host seminars and
webinars in which they describe their successful deployments.
CAST also plays an important role in a new IT software quality standards organisation called
CISQ, the Consortium for IT Software Quality (www.it-cisq.org). CISQ is about to release the first
version of ADM governance standards which will be a major boost for CAST. We are increasingly
well positioned to cross the proverbial chasm.
For more information, visit: http://www.castsoftware.com
Compensation
Commensurate with the seniority of the role, a competitive six figure salary package with
benefits will be paid.