Account Executive

5 months ago

Melbourne, Australia Superior People Recruitment Full time

This is an outstanding opportunity for a driven 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
- 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 executives 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 retention 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.

**_ Full background check will be carried out prior to commencement, as international travel is required and essential._**

**Right to Work**
- The above position is open only to applicants who have a current right to work in Australia. Applicants who do not have a current right to work In Australia will unfortunately not be considered and are respectfully asked not to apply._

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