Inbound Account Executive - Phoenix - All About People

Description

Under the direction of the VP of Sales, the Account Executive develops and maintains long-term client relationships while helping grow revenue and profits. The Account Executive will work as a quota carrying individual contributor in conjunction with the Sales team to grow the client's revenue by building a pipeline and booking contracts across their target segment of net new logos and/or growth and expansion within existing customers. This includes, but is not limited to, identifying and closing net new business, building a referral base, establishing, and cultivating client relationships, and developing and maintaining a social media presence.
Essential Functions and Responsibilities

• Identifies and qualifies prospects that are in focus areas which the client's services support that drive new clients and new revenue streams in the target segments.
• Grows existing accounts within targets segments, as defined by the VP of Sales.
• Works closely with the VP of Sales to support quarterly sales motions and key sales activities.
• Qualifies and converts both sales-sourced leads and identified opportunities that result in closeable business in line with our Qualified Pipeline and Bookings Quota targets.
• Develops customer acquisition and account penetration strategies that promote highly qualified meetings that efficiently progress through the sales stages.
• Effectively leverages regional success to penetrate additional theatres and business units within and outside our current client group.
• Works with internal stakeholders to support global account strategy.
• Creates clear, concise synopsis of the key messages into a creative presentation (usually PowerPoint) and presents it to engage and share key information about the organization, the proposed solution and occasionally for internal status updates.
• Continuously develops improved relations with clients and internal departments through frequent discussion and interaction.
• Executes discovery calls with prospects and clients to determine solution alignment that will result in an effective, well-planned campaign that delivers ROI.
• Real time updates within applicable systems in adherence to the documented sales process, including but not limited to contacts, opportunities, and prospecting activities. Leads, opportunities, and activities are created and managed within the appointed system.
• In collaboration with the VP of Sales, negotiates contracts and ensures client's needs are met while achieving maximum profitability for the organization.
• Navigates current client's ecosystems to gain net new business within the appropriate channel.
• Works in partnership with the Customer Experience (CX) team and Operations on managing current customers and scoping new deals.
• Works in collaboration with internal BDR leadership and BDR teams, efficiently using time and maximizing outcomes.

Knowledge, Skills, and Abilities

• Excellent verbal, written, and presentation communication skills.
• Demonstrated ability to successfully find and cultivate new leads through cold calling and nurturing established business contacts.
• Knowledge of critical entry points: Sales, Marketing, Customer Experience, Contact Center and Channel.
• Ability to connect "pain" of potential client during lower-level discussion to the actual high-level need of the organization.
• Ability to map people and titles to corporate structure, understand roles and responsibilities, align roles to their growth objectives and success criteria, facilitate handoffs to others, and set goals.
• Ability to strategically assess organizations and identify entry points to penetrate accounts.
• Ability to collaborate and work efficiently with other team members as it relates to departmental and individual goals.
• Understanding of divisional and reporting relationships, authority for decisions, building trust and belief in the value of you and your company.
• Excellent understanding of the process and strategies of selling "high value services" to business executives in large organizations in a competitive situation.
• Ability to summarize the solution and offer it into an organized and comprehensive format that describes the solution, aligns it to the clients' needs and growth objectives, and positions the offering with pricing, ROI, and value benefit proposition. It should be designed in a manner to stand alone to move the sale forward without the presence of the salesperson.
• Ability to interpret, anticipate, and understand decision making systems and authorities including, but not limited to, budgets, cycles, influencers, deterrents, and competition.
• Ability to utilize correctly and effectively provided technology systems. Must be able to populate related fields, extract, import, and report on individual activities.
• Ability to successfully manage forecastable prospects through the process.
• Ability to effectively manage time across multiple customers and projects.
• Ability to travel to prospect or customer sites, events, when warranted.

Education and Experience

• Bachelor's degree or relevant experience required.
• 3+ years selling inbound contact center services.
• Experience in developing sales plans and accurate sales forecasts.
• Experience in account management is preferred.
• Experience selling domestic U.S. contact center services.

Working conditions/Physical Demands
This position requires constant communication and interaction with all parties involved with the campaigns by phone and in-person, as well as some travel to clients located in and outside of Arizona. It also requires trips to women's prisons on occasion, where there will be direct contact with incarcerated individuals. In some cases, the employee may have to walk a quarter of a mile from the correctional unit to the main office.

• Ability to move wrists, hands, and/or fingers in a repetitive motion.
• Ability to continuously stand, walk, reach, kneel, bend, stoop, push/pull, and sit.
• Ability to lift to 25 pounds occasionally.
• Communicating effectively with employees, vendors, and clients.
• Continuously working at a desk and computer.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions if needed.
Direct reports
This position does not have direct reports.
This job description is not meant to be all-inclusive of the duties and responsibilities of the job and may change at any time without notice.