This is an outstanding opportunity for a drvien and hungry Account Executive / Client Manager. The primary function is to sell international companies products and accompanying services to new clients.
The Account Executive / Client Manager handles the sales processes, including lead generation activities through to contract negotiation. A successful Account Executive / Client Manager uses solution-selling methodology to develop relationships with the prospective client, and present the solution in a way that differentiates it from the competitive offerings and addresses the specific needs of the potential user.
Essential Functions
Understand target market Create a territory business plan that generates 3x–4x of your quota in pipeline opportunity Follow a sales process that includes the following activities Lead generation activities to engage C-level prospects, including emails, LinkedIn, phone calls and industry-event attendanceQualification activities from discovery to demoPartnership with the Sales Engineer to present the software solutionQuarterbacking all prospects through RFIs and detailed sales meetingsCommitment negotiations with the prospect and agreement obtainment for software and services Continue to develop product knowledge and industry expertise Work with other members of the global Sales and Client Management teams to meet the global goals established for the teams Navigate the prospect/client organization to develop key relationships with C-suite exectuives while furthering relationships with other key elements in the firm such as Operations, Finance and Technical personnel Stay educated about current industry trends and be able to speak intelligently about the architectural and engineering industry as a whole as well as the financial accounting and project management disciplines Conduct meaningful discovery with the client/prospect and position professional services accordingly Develop and deliver accurate solution-based presentations to existing clients and prospects Achieve annual professional service and client rentetion goals Skills & Competencies
Excellent communication and presentation skills Ability to work in a team environment Excellent organization skills Well-versed in Microsoft Office suite, CRM and other sales/client management technology Ability to conduct thoughtful, solution-based discovery (asking targeted questions, listening and documenting) Ability to position, secure and manage the sale of consulting services into a portfolio of client accounts Ability to grow a base of business to meet and exceed quarterly targets Responsive and accountable both internally and externally Ability to balance client advocacy while protecting business interests Ability to work successfully in a fast-paced, collaborative team environment, remote via Zoom Education or Prior Work Experience
Bachelor’s degree in Business Management or related field from a four-year college or university 8-12ears of sales/client experience 8-12 years of product delivery experience Direct Software Sales Experience (SaaS and On-Premise) ERP or Project Based Software a plus Direct Professional Services Sales Experience Managing and Growing Enterprise Relationships (C-Suite), Travel
Up to 50% to 60%, domestic and international. Initial training will be conducted in USA.
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