Shift Paradigm

Enterprise Account Executive

Remote - Full Time

The Growth Advisor is a dynamic sales professional responsible for driving sustainable revenue growth. This is achieved by strategically identifying and securing new business opportunities, while also expanding existing accounts during their first year in our client portfolio. The Growth Advisor is instrumental in fueling revenue through partnerships, outbound efforts, and adept negotiation.

Key job responsibilities for this role include but are not limited to the following:

New Business Development

  • Lead Generation and Qualification:
    • Proactively identify and target qualified accounts aligning with the Ideal Customer Profile (ICP) and within defined bands.
    • Utilize BANT (Budget, Authority, Need, Timeline) and similar models to qualify leads and prospects effectively.
    • Conduct thorough research to understand prospect needs, pain points, and decision-making processes.
    • Tapping into historic, current portfolio of contacts and customers that align with our ICP to engage with Enterprise deal opportunities.
  • Outbound Sales Activities:
    • Execute targeted outbound sales campaigns through emails, calls, social media, and other relevant channels.
    • Craft compelling messaging and value propositions tailored to prospect needs.
    • Schedule and conduct discovery calls and meetings to establish rapport and uncover opportunities.
    • Traveling to meet and see prospects will be required to engage onsite for pitches, co-facilitated workshops, and attendance of industry events. Travel is as much as once a month on avg. 
  • Sales Cycle Management:
    • Create and deliver impactful discovery sessions, sales presentations, and proposals demonstrating value.
    • Collaborate with internal teams to develop customized solutions addressing prospect challenges.
    • Skillfully negotiate terms and contracts, ensuring alignment with company policies.
    • Utilize CRM to track opportunities, activities, and outcomes diligently.
  • Sales Process Management:
    • Serve as the primary contact for sales inquiries and activities.
    • Coordinate and manage large-scale proposals and RFP/RFIs.
    • Oversee sales contracts, ensuring compliance with company policies (MSA, NDA, DPA, SOW).
    • Maintain accurate and up-to-date sales records in CRM.

Account Expansion

  • Identify Growth Opportunities:
    • Leverage customer data and insights to anticipate future needs and offer proactive solutions.
    • Partner with client success and delivery teams to pinpoint upsell/cross-sell potential within Year 1 and "Sleeping Giant" (large multi-billion dollar accounts).
  • Account Planning and Execution:
    • Develop and execute strategic account growth plans to foster long-term relationships.
    • Continuously nurture client relationships, providing exceptional support and service.
    • Actively seek referrals and references to expand network and reach.
  • Win-Back Strategy:
    • Identify and analyze inactive accounts aligning with strategic business goals.
    • Assess win-back potential and develop tailored re-engagement strategies.
    • Rebuild relationships with key contacts in churned accounts.

Partnership Engagement

  • Strategic Alliance Development:
    • Cultivate and manage strategic partnerships for lead generation and market expansion.
    • Engage in co-selling activities with partner-based sellers to maximize reach and impact.
    • Collaborate with delivery leaders to identify thought leadership and joint sales opportunities.
    • Coordinate with Partner lead to submit and track opportunities within partner portals.
 
 

Key Skills Required:

Core Sales Skills

  • Sales acumen and consultative selling approach
  • New account acquisition proficiency
  • Deal orchestration and closing expertise
  • Pitching and proposing compelling value propositions
  • Pricing strategy development
  • BANT and other lead qualification methodologies
  • Ability to conduct effective budget discussions and negotiate favorable outcomes

Interpersonal & Communication Skills

  • Strong relationship building and communication skills
  • Teamwork: Collaborative spirit and willingness to contribute to a positive sales culture

Technical & Analytical Skills

  • CRM proficiency (e.g., Salesforce, HubSpot)
  • Technology Skills: Proficiency with sales enablement tools, social selling platforms, and analytics.

Additional Skills & Attributes

  • Industry Knowledge: Experience within specific verticals or domains relevant to the company's offerings.
  • Adaptability: Ability to thrive in a fast-paced, evolving environment.

Prerequisites:

  • 5+ years of proven solution-based selling experience in a services/consulting environment
  • Demonstrated success in meeting sales targets and quotas
  • Existing portfolio of clients and contacts within the relevant technology ecosystems
  • Willingness to provide 3 professional references
  • Ability to deliver a compelling mock sales presentation as part of the interview process

Success is measured by:

  • Revenue generated from key sales bookings
  • Number of new accounts acquired
  • Expansion of business within the first year of new account acquisition
  • Partner engagement and collaboration success

 
Apply: Enterprise Account Executive
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Describe a time you lost a major deal. What did you learn from that experience, and how did you apply those lessons to future sales pursuits?*
Tell me about your biggest win as an enterprise seller (account, size of deal, what you sold, time in pipeline). What made this deal particularly challenging or rewarding? What do you believe you did to make the win possible.*
Describe your experience in developing and executing a sales strategy for a complex enterprise deal / account worth at least $1 million. What were the key challenges, and how did you overcome them?*
Imagine you've identified a major prospect who seems hesitant to move forward. How would you build a compelling business case to demonstrate the value of our solution and overcome their objections?*
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