Account Executive
Required skills
Builds trust and credibility with executives, decision makers to address business and technical needs. Develops a comprehensive understanding of customer industry and identifies opportunities to drive optimization and digitalization solutions. Initiates conversations with customers on digital transformation. Coordinates with extended virtual teams and holds team accountable for executing customer needs. Builds and maintains a network of partners to drive opportunities and influence impact for multiple assigned accounts. Develops strategies to secure buy in and execution of plans and aims to identify new opportunities within assigned accounts. Plans ahead to determine order of priority for action on accounts based on customer needs, sales-generating importance, growth opportunity and assessment of risks. Holds self accountable and collaborates with the account management team to act on potential adjustments and maintain commitments. Coordinates with extended virtual teams and holds self and the team accountable for executing on plans and meeting customer needs. Outlines revenue targets to deliver on account plans. Orchestrates extended team and embraces partners to scale business. Ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays. Engages with internal and external stakeholders on account planning for assigned accounts and sets strategic priorities and plan to achieve outcomes. Structures and leads account planning rhythm to set priorities, aligns Solutions/Sales Plays and opportunities, partners, focus, and resources to regularly update the plan, ensuring that the extended virtual team (inclusive of partners) and other stakeholders are working toward common goals. Ensures teams are documenting in the Account Plan. Develops a strong understanding of the customer's business and technology needs and the needs of each assigned account. Identifies opportunities to drive optimizations and new business and technology solutions/ideas based on their needs and strategies. Works on behalf of the customer. If industry aligned, also develops an understanding of the customer's industry. Builds and maintains relationship with executives and business and technical decision makers at high levels of the customer's organization through consultative engagement to establish trust and credibility in future interactions. Leverages selling methods (e.g., digital) to network and create a pipeline, consume account-based marketing outputs, and reflect the engagement strategy in our customer plan. Understands customer drivers of business transformation and contributes to technology/transformation with the customer. Initiates conversations with customers on digital transformation for assigned accounts. Mitigates competitive risk. Ensures line-of-business wins are captured (e.g., testimonials) for referencing through insightful listening. Coordinates with internal industry experts (e.g., industry teams) to gather industry data of assigned accounts and improve planning. Creates a mutually-beneficial industry business value proposition and executes relevant solutions. Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs). Develops value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes to generate business and upsells. Presents business plans to customers to generate new non-qualified opportunities. Orchestrates extended virtual teams and key stakeholders (e.g., customers' sponsors) to engage decision makers of assigned accounts by leveraging best-in-class sales and communication strategies and tools to meet customer needs. Document and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc. Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction. Leverages internal resources to support customer needs. Orchestrates others (e.g., Customer Success Account Management [CSAM]) to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as need to improve customers' overall experience. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.
