Henderson Drake
Our client is scaling a high‑growth FP&A/EPM transformation offering and has engaged us to hire an experienced Overlay Solution Sales Executive. The role partners with regional Account Executives to originate, shape and close FP&A/EPM opportunities. You won’t own accounts; you will own the FP&A/EPM outcome across an aligned territory and customer segment.
Responsibilities
Co-sell with AEs to build and progress pipeline for FP&A/EPM within new logos and existing customers; drive deal strategy (MEDDICC), close plans and executive alignment.
Lead C‑level discovery (CFO, Finance Director, Head of FP&A); diagnose planning/forecasting/reporting pain and map to solution outcomes.
Create ROI/TCO and business cases (cycle time reduction, scenario agility, cash/working‑capital impact) with Value Engineering support.
Orchestrate demos/POVs with Solution Consulting; de‑risk requirements (data model, integrations, security, workflow).
Compete against other EPM vendors of financial planning projects.
Build plays, talk tracks and discovery guides so generalist AEs and CSMs know when/how to position FP&A/EPM.
Forecast with precision on specialist pipeline and bookings; contribute to QBRs.
Activate SI/Channel partners to extend reach and ensure post‑sale success.
Qualifications
4+ years solution selling in FP&A/EPM/CPM.
Proven overlay/specialist experience co‑selling with AEs; complex, multi‑threaded deals.
Strong grasp of finance processes: planning, budgeting, forecasting, scenario modelling, management reporting; understanding of close/consolidation helpful.
Comfortable running C‑suite conversations and linking outcomes to strategic levers (margin, cash flow, opex control).
Fluent in value‑based selling and methodology (MEDDICC/Challenger/SPIN).
Cross‑functional orchestration with Presales, CSM, Marketing and Partners.
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Responsibilities
Co-sell with AEs to build and progress pipeline for FP&A/EPM within new logos and existing customers; drive deal strategy (MEDDICC), close plans and executive alignment.
Lead C‑level discovery (CFO, Finance Director, Head of FP&A); diagnose planning/forecasting/reporting pain and map to solution outcomes.
Create ROI/TCO and business cases (cycle time reduction, scenario agility, cash/working‑capital impact) with Value Engineering support.
Orchestrate demos/POVs with Solution Consulting; de‑risk requirements (data model, integrations, security, workflow).
Compete against other EPM vendors of financial planning projects.
Build plays, talk tracks and discovery guides so generalist AEs and CSMs know when/how to position FP&A/EPM.
Forecast with precision on specialist pipeline and bookings; contribute to QBRs.
Activate SI/Channel partners to extend reach and ensure post‑sale success.
Qualifications
4+ years solution selling in FP&A/EPM/CPM.
Proven overlay/specialist experience co‑selling with AEs; complex, multi‑threaded deals.
Strong grasp of finance processes: planning, budgeting, forecasting, scenario modelling, management reporting; understanding of close/consolidation helpful.
Comfortable running C‑suite conversations and linking outcomes to strategic levers (margin, cash flow, opex control).
Fluent in value‑based selling and methodology (MEDDICC/Challenger/SPIN).
Cross‑functional orchestration with Presales, CSM, Marketing and Partners.
#J-18808-Ljbffr