The Opportunity
The Account Executive (AE) plays a pivotal role in driving revenue growth by managing the complete sales process, fostering client relationships, and delivering measurable results for the company. As a trusted advisor to clients, the AE aligns their needs with tailored solutions, opening new opportunities while maximising the potential of existing accounts.
Key Responsibilities:
* 1. Lead Generation and Pipeline Management
o Strategically identify and target high-potential accounts through thorough research, outbound lead generation, and effective use of inbound leads.
o Leverage tools like CRM platforms (e.g., HubSpot) and professional networks (e.g., LinkedIn) to establish credibility and connect with key decision-makers.
o Develop comprehensive account plans that identify critical stakeholders and potential revenue streams within target organisations.
o Maintain a well-managed sales pipeline with balanced opportunities at each stage of the funnel.
* 2. Consultative Selling and Solution Alignment
o Partner with Delivery Account Leads to conduct in-depth discovery sessions, uncovering client challenges, goals, and technical requirements.
o Craft tailored sales pitches, demonstrations, and proposals that effectively communicate how the company's solutions address client needs.
o Present clear ROI analyses and articulate the long-term value of the company's offerings to facilitate informed decision-making.
* 3. Closing and Negotiation
o Drive deals from initial contact to contract completion, ensuring timely follow-ups and smooth transitions.
o Collaborate with Delivery Account Leads to negotiate pricing, terms, and contracts that benefit both the client and the company.
o Consistently achieve or exceed individual and team sales targets.
* 4. Client Relationship Development
o Cultivate lasting client relationships by serving as a dependable advisor and industry expert.
o Identify opportunities to introduce additional services or products to enhance account value.
o Build and maintain partnerships with external organisations (e.g. Snowflake) to uncover further business opportunities.
* 5. Team Collaboration
o Work closely with marketing, product, and delivery teams to provide a seamless client experience and amplify sales success.
o Share actionable insights on client needs, industry trends, and competitive dynamics to shape internal strategies.
* 6. Data-Driven Sales Management
o Maintain detailed records of client interactions, sales pipeline activities, and deal progress in the CRM.
* 7. Market and Industry Expertise
o Stay up to date on industry developments, competitor activities, and emerging technologies to position the company as a leader in the market.
o Educate clients on relevant industry changes and demonstrate how the company's solutions keep them ahead of the curve.
Key Skills and Competencies:
* 1. Exceptional Communication and Presentation Skills
o Confidently deliver impactful presentations to senior audiences.
o Communicate value propositions persuasively in both written and verbal formats.
o Craft and execute convincing lead generation communications via various formats (e.g. email, LinkedIn).
* 2. Strategic Sales Expertise
o Proven ability to navigate complex sales cycles and close substantial deals.
o Expertise in consultative and value-based selling techniques.
* 3. Relationship Building
o Track record of cultivating long-term, meaningful client relationships.
o Skilled at managing multiple accounts while maintaining high client satisfaction.
* 4. Business and Market Awareness
o Ability to recognise growth opportunities and translate them into actionable sales strategies.
* 5. Resilience and Drive
o Thrives in challenging situations, remaining motivated and client-focused.
o Demonstrates persistence and creativity in overcoming obstacles.
* 6. Organisational Proficiency
o Excels in prioritising tasks and managing time effectively in a dynamic environment.
o Meets deadlines and ensures consistent follow-through on client commitments.
* 7. Technological Fluency
o Proficient in CRM platforms (e.g., HubSpot, Salesforce) and sales tools.
o Experienced in using analytics to track performance and improve outreach.
* 8. Team Collaboration
o Works effectively with diverse teams to achieve shared objectives.
o Contributes insights and strategies to drive company-wide success.