Enterprise Business Development Executive - Workplace Solutions
Abbott
SFDC
Enterprise Account Executive
Praecipio
full-time
Posted on:
Origin: • 🇺🇸 United States
Visit company websiteJob Level
SeniorLead
Tech Stack
SFDC
About the role
- Own the overall sales strategy for assigned enterprise accounts, focusing on significant revenue growth and account expansion.
- Develop and execute comprehensive account plans that align with revenue targets and leverage our VISTA solutions.
- Identify and prioritize target growth areas within the Atlassian ecosystem with key stakeholders within the organization.
- Create SOWs and proposals in collaboration with internal teams, and negotiate commercial terms to secure new business, leveraging AI tools and techniques for enhanced productivity.
- Cultivate deep, executive-level relationships within client organizations, acting as a trusted advisor.
- Lead the strategic alignment with the Atlassian, Tempo, Appfire and SmartBear Account teams to maximize partnership opportunities within our account base and target account list.
- Work in close partnership with Field CTOs (fCTOs) to drive the development of winning Statements of Work (SOWs). The Account Executive is responsible for the commercial strategy and positioning, while the fCTO is responsible for authoring the technical solution and SOW document.
- Lead the negotiation of commercial term for high-value opportunities.
- Proactively identify and sell opportunities for change orders, aligning scope adjustments with client objectives and driving additional revenue.
- Adhere to defined sales processes, from discovery and solutioning through to final negotiation.
- Collaborate with fCTOs and other internal leaders (Marketing, Delivery) to align messaging, develop solutions, and ensure seamless account execution.
- Manage and monitor customer satisfaction, proactively addressing any issues to maintain strong client relationships.
- Maintain accurate and up-to-date information in SFDC for personal opportunities to ensure reliable forecasting.
- Work with our Consulting Operations team to manage the staffing of projects and allocate the right talent for VISTA engagements.
Requirements
- 7+ years of progressive experience in enterprise account management and business development, preferably in IT consulting or technology services.
- Demonstrated track record of meeting and exceeding multi-million dollar sales targets.
- Expert-level understanding of complex sales processes, opportunity management, and CRM tools.
- Exceptional communication, negotiation, and executive presentation skills.
- Proven ability to develop and execute multi-year strategic account plans.
- Deep experience selling complex solutions
