We are looking for a Senior Account Executive to join our team as a trusted adviser with a relentless focus on bringing value to our customers. You will be responsible for helping our customers within our Corporate division, effectively engage with our Talent and Learning solutions. You will be dedicated to making our customers stronger and seeking out opportunities for growth. Although you possess a strategic approach to selling and strive to meet/exceed revenue goals, you will always have your client’s best interest in mind and act as their internal advocate to ensure they are set up for success.

Responsibilities

• Research Customer’s business and prepare thoughtful questions and insights in advance of meetings
• Asks layered, open-ended questions to understand and clarify Customer’s objectives and challenges beyond surface-level detail
• Builds relationships with multiple stakeholders (vertically and horizontally) across the Customer’s organisation
• Shifts communication style and content to fit the needs of different stakeholders
• Leads with Solutions, not products, when making recommendations aligned with Customer objectives
• Sells with Integrity
• Drives customer decision-making by achieving a shared vision and proactively considering the value props that tie all stakeholders together
• Thinks commercially and applies business acumen when crafting & negotiating commercial agreements
• Uses data and insights to support investment recommendations or overcome customer objections
• Proactively mitigates churn risk by adopting a smart, customer-centric approach
• Engages customers throughout to confirm and clarify value and adapt a strategy when needed to optimise ROI
• Drives Customer growth by proactively identifying opportunities to deliver greater customer value
• Applies business acumen in Account Planning by considering the economy, industry, and company factors with a Customer-centric lens
• Maps all key stakeholders in an account to assess the strength of the account relationship and create account outreach strategy
• Agrees to joint accountability with colleagues and cross-functional teams for optimal customer success
• Practices humility and asks for help from colleagues when faced with a challenge or unknown
• Is disciplined in Territory and Account Planning, Forecasting, and Quota Attainment
• Follows best practices when using CRM and other Sales tools to manage the Sales and Buyer cycles

Qualifications Basic Qualifications

• 5 + years of applicable sales experience

Preferred Qualifications

• BA/BS degree or equivalent in a related field
• Experience with HR software
• Experience with SaaS opportunities
• Experience selling IT solutions
• Knowledge of software contract terms and conditions with the ability to create fair transactions
• Experience carrying a revenue target with the ability to develop compelling strategies that deliver results
• Excellent communication, negotiation, and forecasting skills
• Demonstrated ability to find and manage a high-level business in an evangelistic sales environment
• Ability to gather and use data to inform decision-making and persuade others
• Ability to assess business opportunities and read prospective buyers
• Ability to orchestrate the closure of business with an accurate understanding of prospect needs
• Ability to include multiple partners and members of the company management team using competitive selling to position company products against direct and indirect competitors

Suggested Skills

• Forecasting
• Account Planning
• Collaboration

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