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.
