Account Executive / Client Manager

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 attendance
  • Qualification activities from discovery to demo
  • Partnership with the Sales Engineer to present the software solution
  • Quarterbacking all prospects through RFIs and detailed sales meetings
  • Commitment 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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