The Account Executive role is focused on increasing net revenue growth within a defined portfolio of accounts. Account Executives are responsible for renewals, protecting against termination or loss of revenue, renewing contracts and ultimately to grow the portfolio through upsell and cross sales. This role requires the ability to multi-task while managing priorities. Reporting to the Account Executive Manager, the role is part client advocate, part sales professional, part support, and part product expert leading our clients on their records information management journey from initial transaction through expansion and renewal.
Primary Functions: Create valued business partnerships with clients within assigned account portfolio and convey a firm understanding of customers business Articulate compelling value propositions around Access services and solutions Deliver information on programs, promotions and products via phone, email, WebEx, etc. to pipeline of potential sales opportunities within assigned accounts Create account plans for action to support relationships, retention and revenue goals for assigned accounts Develop and maintain a sales pipeline to meet and exceed annual revenue quotas Follow Access sales methodology to maximize revenue and profitability Utilize consultative selling techniques, ensuring customers recognize and agree our solutions meet their needs Use sales force automation tools to manage client interactions, pipeline, and forecast to ensure accurate reporting and dashboards for tracking and management visibility Prepare and distribute client communications & engagement including price increase notifications, issue resolution and follow-up Negotiate positive contract renewals, including at risk customer defense and client save efforts Host scheduled business reviews with assigned clients and proactively engage with client organizations Coordinate with Client Care team for service level requests and follow-up to ensure completion
Education and Years of Experience: 2-4 years of relevant work experience in customer success, client experience or sales development 1 year of Experience using Sales Automation tools such as Salesforce.com Bachelors degree in marketing, business, technology, or relevant field of study or equivalent experienceKnowledge, Skills and Abilities: Excellent organizational, time management, and follow-up skills Strong problem-solving skills with solution-oriented focus Exceptional phone/verbal and written communication skills Positive, enthusiastic, and self-motivated with the ability to work on own initiative Highest level of integrity and respect for others A team player who thrives working in a tight-knit company where their activities directly affect the bottom line Strong interpersonal and leadership abilities across departments, such as client care, sales, and operations Ability to forge relationships with company leadership, internal resources, sales leaders, and reps Ability to identify and build relationships with decision influencers and key decision makers Skilled in business communications, client presentations, and influencing without formal authority Success in qualifying opportunities involving multiple key decision makers Ability to make connections with diverse types of people and build rapport easily over the phone Strong problem identification and objection resolution skills Proven ability to identify and translate customer needs into solution requirements with powerful value propositions aligned with key customer priorities