Senior Account Executive

Position Summary/Overview:

The role of Senior Account Executive is responsible for strategic solution-based sales to enterprise accounts. Strategic services solutions are characterized by a complex combination of technical, business, financial, and staffing issues related to the strategic and tactical direction of customers. The Senior Account Executive is responsible for building C-Level relationships in an effort to help them execute their global strategic plans. The purpose of this position is to cultivate new relationships, develop existing business and executive level client relationships, align with other companies to uncover new opportunities, develop solutions and sell strategic services. It is critical for the Senior Account Executive to be a team leader, an astute businessperson, have exceptional business insight, show executive/boardroom presence, and have outstanding judgment.

Responsibilities:

  • Develop and manage local executive relationships, and provide sales and account leadership
  • Develop strategic plans based on current and future business practice areas and prospect needs, including preparing executive profiles
  • Prepare sales forecasts, account status reports, and recommendations to enhance account growth and revenue potential
  • Create statements of work and participate in contract negotiations
  • Develop creative and customized package of new offerings and services
  • Understand business services and clients

Background & Experience:

    • The preferred candidate must have demonstrated in previous roles:

          • Strong leadership skills
          • An ability to operate in positions requiring significant self-direction and motivation
          • A proven track record in consultative selling solutions

      In addition to broad knowledge and expertise in IT infrastructure the ideal candidate will have demonstrated capabilities in:

          • Demonstrating existing business and executive level client relationships
          • Cultivating new relationships with CIOs, SVP, VP, and Director-level IT professionals
          • Uncovering client and prospect opportunities
          • Understanding client needs and developing solutions/proposals to meet those needs
          • Articulating infrastructure projects in terms of business outcomes
          • Understanding and communicating customers’ current and envisioned IT infrastructure environment
          • Identifying, qualifying & closing opportunities with minimal support
          • Establishing “C” level contacts
          • Understanding of solutions selling methodology and tools and applies these regularly to both gain a better understanding of the customers’ environment and manage the relationship
          • Understanding effective negotiation techniques and seeks to apply them in most situations
          • Achieving mutually beneficial, “win-win” results and is alert to customer buying signals and identifies and acts on closing opportunities
          • Creating and maintaining detailed and accurate account/opportunity plans and reviews/updates and communicating these on a regular basis
          • Articulating clear strategy and set of objectives where relevant

      The preferred candidate must also be able to manage multiple priorities, develop strong relationships within assigned accounts, and:

          • Articulate client business value with consultative selling approaches
          • Understand the delivery implications of consulting opportunities and sell solutions that the business can deliver
          • Assist with developing proposals and oral presentations
          • Work in a highly ambiguous, dynamic environment with a proven ability to balance competing demands and priorities as well as operate independently while building a successful sales pipeline/channel
          • Operate successfully in a team with colleagues and vendors to develop creative solutions
          • Understand key partner and competitor offerings which overlap the business solution space
          • Must have proven track record of exceeding annual revenue plan

        Additional Qualifications:

          • Bachelor’s degree
          • 10+ years successful strategic/solutions and/or systems integration sales experience
          • Excellent communication skills
          • Polished and professional
          • Able to effectively work on multiple projects at a time
          • Must be organized

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