Blog Nitro

Un jour dans la vie d'un(e) Nitronaute | Ventes aux entreprises


At Nitro we don’t just close a sale, we open a relationship. Our Nitronauts are some of the best in the biz

At Nitro we don’t just close a sale, we open a relationship. Our Nitronauts are some of the best in the biz; engaging customers directly and ensuring product adoption and utility in each end-user’s experience. In 2016’s first installment of a ‘Day in the Life of a Nitronaut,’ we’re giving you a peek inside Nitro’s Enterprise Sales team for some insight from Andy Gehle and Andy Baillie. They discuss the unique opportunity in selling our product to some of world’s largest companies.

Andy Gehle, Enterprise Sales, North America

Describe the opportunity here, Andy. What is it like to work for Nitro?

Andy Gehle: Nitro is unique in many ways. There’s been a shift in how we bring our products to market, and taking our message to large Fortune 500 companies is a fairly new motion. The Enterprise segment of Nitro is where we expect the most growth in 2016.

Chez Nitro, un représentant d’entreprise a de nombreuses occasions d’influer sur les résultats de Nitro, mais aussi d’avoir un impact sur les processus qui régissent nos activités. C’est un défi intéressant et l’une des nombreuses raisons qui m’ont poussé à venir travailler ici.

Any advice for those interested in a role on this team?

AG: I’d say that if you’re accustomed to flying under the radar, then an Enterprise role might not be for you. You have a lot of eyes on you and your deals and poor performance, execution, and sales numbers are hard to hide. We have tremendous revenue expectations this year, and that either translates into motivation or anxiety…and anxiety doesn’t close deals.

Je dirais aussi qu’il faut VRAIMENT comprendre la vente et/ou s’être confronté à la réalité des affaires pendant un certain temps. Un contrat peut tomber à l’eau de bien des façons quand on commence à demander des sommes à 7 chiffres. Si vous ne comprenez pas les raisons qui font couler les contrats, avec tous leurs tenants et aboutissants, et que vous ne vous en prémunissez pas avec rigueur, vous multiplierez les conversations agréables, mais ne récolterez pas beaucoup de signatures.

Quelle est votre réalisation chez Nitro qui vous procure le plus de fierté ?

AG: I was lucky to be part of a team that closed a six figure deal within my first two months at Nitro. Large deals in Q4 are always fun, but it was much more profound to see the way the Enterprise team worked together to get it done. It was most definitely a team win, and really has set a template of what success will look like moving forward in 2016.

Andy Baillie, Enterprise Sales, EMEA

Comment en êtes-vous venu à faire carrière dans la vente, Andy ?

Andy Baillie: More by luck then judgement! I was a journalist and a buddy from university mentioned that Software Sales utilized many of the same skills as journalism; attention to detail, deadlines, working under pressure. I enjoy a good challenge and thrive in the competitive aspect of sales; I love my job and I look forward to meeting and speaking with new people each day.

Why Nitro? How do you distinguish the product from others?

AB: Having been in the document industry for several years I have seen the opportunities around Productivity and Efficiency for digital apps – Nitro stood out as being a universal product. The product can be plugged effectively into any organization in any country and implemented at impressive speeds. As the world moves closer to a digital economy Nitro offers a secure and paperless solution to the way each employee manages documents and thinks about their workflow – an all-in-one productivity solution is seemingly inevitable. I am excited to see the company grow in the coming years.

Quel aspect de votre travail préférez-vous ?

AB: People – both colleagues and customers. I love learning about how organizations work and how Nitro’s technology can be applied to improve business and a company’s overall wellbeing. The culture among my colleagues embodies hard work, a great sense of humor, and above all, a tireless effort to improve people’s lives with the product we are building.

What are some of the challenges you face in your role?

AB — Parfois (souvent), nous avons le même rendez-vous avec un prospect une bonne dizaine de fois à cause des différentes parties prenantes impliquées. En définitive, cela signifie que nous devons transmettre des messages très spécifiques et ciblés à chaque individu/groupe. Simplifiez-leur la tâche : plus il leur sera facile de dire oui et plus vous décrocherez de contrats.

Qu’attendez-vous de cette année ?

AB: With work – contributing to the continued growth and success of Nitro in EMEA. Growing the Enterprise business and smashing records!

L'avenir du monde du travail

Rapport Nitro sur l'état de la productivité à l'horizon 2022

Découvrez comment la pandémie a transformé la productivité, les flux de travail et les initiatives numériques, ainsi que les tendances et les technologies qui façonnent le travail à 2022 et au-delà.