Major Account Executive

SUMMARY:
Through strategic planning, marketing, business development, thought leadership and ongoing management of relationships you will drive revenue through the deployment of innovative solutions

POSITION INFO:

How You’ll Contribute:

• Connects major client accounts and new clients to company  solutions with real impact and measurable results by developing business value analysis (e.g. ROI) and providing strategic advice
• Develops sales strategies to grow revenue from existing and new sales opportunities
• Participates in and/or ensure quality in customer engagements with the most strategic customers and deliver increased customer satisfaction and better opportunities for the company
• Responsible for achieving revenue quotas for large strategic, complex opportunity clients by hunting for new opportunities, client acquisitions, additional solution sales at enterprise or large sized clients
• Focus is on new business development and growing companys market share in strategic industries with little to no re-occurring revenue responsibility
• Drives forward client adoption of company solutions through a deep understanding of strategic and reseller partnerships
• Develops three year strategic view of client base detailing transformational ideas
• Facilitates ideation, white boarding sessions to optimize share shift opportunities
• Understands competitor awareness to maximize penetration in markets held by the competition and foster partnerships with new and existing customers
• Understands client’s financials to co-create effective strategies to identify opportunities
• Owns the C-Suite relationship
• Understands company workflow and value chain, understand internal client delivery processes in order to ensure C-Suite satisfaction
• Creates opportunities to provide a unique or contrarian perspective during commercial conversations
• Contributes to company’s thought leadership by constantly synthesizing the customer experiences into content and methodologies that can be leveraged
• Works with clients to understand CBI''s and positions company as partner to jointly solve problems
• Has diverse commercial and deal structuring acumen
• Develops sales tactical plans and ensures effective pipeline management
• Reviews client industry standards, follow industry trends
• Acts consistently with the organizations values and ensures that words and actions are consistent
• You will work closely with Product, Analytics, Sales and other departments to influence product strategy and roadmap to best support client account initiatives
  • Maintains all customer records in Salesforce CRM database
  • Develops and manages a 30 day forecast and 60-90-120 day pipeline within CRM
  • Provides weekly and monthly forecasts to management
  • Participates in marketing events such as seminars, trade shows, and webinar marketing events
  • Conducts early customer engagement and registering of opportunities with key vendor partners early in the sales cycle to get special pricing for developing the opportunity
  • May manage sales activities and provide development and guidance to the team
  • Works with the respective teams to devise strategic sales plans, forecasts and manage the sales teams to execute effectively to achieve revenue goals
  • Ensures teams adhere to sales processes and procedures consistently
  • Performs other duties as assigned

What You’ll Bring:

• Degree or Diploma with eight to ten years of solution-selling experience.
• Proven history of meeting/exceeding yearly quotas
• Demonstrated sales experience in selling data driven solutions
• Must have the ability to engage with “C” suite level audience
• Focused, ambitious self-starter who exhibits attention to detail with excellent organizational skills
• Eagerness to learn complex solutions to enable successful development of sales opportunities
• A team player capable of working within a collaborative environment and making contributions when appropriate
• Experience in structuring large business deals with knowledge of different commercial constructs and how these can be used
• Demonstrate outstanding analytical and problem solving skills, and strong management consulting skills to influence thinking or gain acceptance of multiple customer constituencies
• Advanced negotiation skills
• Strategic Thinker
• Problem Solver
• Commercial Savviness
• Deep Industry knowledge /case studies and trends
• Influential network
• Hunter skillset

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