Account Executive

Job purpose

The Purpose of this Position is to drive Services Sales in the Region. The Objective will be to achieve Services Revenue and Gross Profit for an assigned list of Accounts or Territory in the Region. This individual will leverage their own experience and relationships in conjunction with other Company Subject Matter Experts and Partners to accomplish this objective. The Scope entails the Identification and Development of New Clients, as well as the continued Development and Growth of Services Business and deepening of Relationships with Existing Clients. This is a Business Development and Sales position, with responsibility to monitor and manage ongoing Services Sales Growth in Revenue and Profitability.

Duties and Responsibilities

1. New Business Development & Growth
   1. Using Market Information, identify and prioritize prospects for development of services revenue pipeline.
   2. Conduct Marketing Campaigns & drive Client Events
   3. Leverage Social Media Connections & personal Executive relationships for referrals
   4. Develop client projects into Case Studies and Referrals for new clients.
2. Client Development
   1. Identify depth & maturity of existing client services relationships and develop plans to improve over time.
   2. Develop direct relationships with key executives in partnership with the other Company resources within existing client base. Establish yourself as the Services expert that can help clients identify and fix challenges.
3. Opportunity Development
   1. Identify Service opportunities EARLY in the Sales Cycle and help develop in such a way as to generate high value recognition from the client and leveraging our company strengths.
   2. Clearly define the Scope of Work, engage the appropriate team of SME's and/or partners, and develop a work plan to generate and deliver a high-quality proposal.
   3. Understand competitive offerings and ensure our solution is positioned correctly and delivers the right value to win the business.
   4. Leveraging company templates and MSA's, develop and gain client agreement on contracts that reflect the correct Scope of Work, Schedule, Implementation Plan, Pricing, and Governance to ensure success.
4. Profitability
   1. Leverage knowledge, tools, and resources available to develop effective and profitable pricing to win business.
   2. Understand Revenue and Profit goals for your specific area and develop business that achieves both.
   3. Review the P&L on a monthly basis to monitor the growth & profitability of the Services Business. Identify and leverage strengths in market. Identify and improve weaknesses. Work closely with management and finance to resolve any identified issues on the P&L.