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