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The Account Executive (AE) is a "hunter" that is responsible for pursuing and closing new business with new clients for Valorem Reply. The AE is a member of the firm's Digital Strategy & Customer Success team. The AE coordinates all business development, relationship, and marketing activity within a prospect or recently acquired account within Valorem Reply's portfolio. Through the development and maintenance of a comprehensive account and pursuit plan, the AE will prospect for new opportunities and relationships. The AE will target his/her existing network, alliance generated leads and marketing generated leads as prospects for new business.
Working together with Valorem Reply's Solution Area leaders and the firm's executive leadership, the AE is an active participant in defining, planning, and launching engagements within a prospect or recently acquired account. The AE will represent Valorem Reply's solution offerings and offer both business and technical expertise to our clients in describing these offerings. The AE will work collaboratively with Valorem Reply's Solution Areas to craft solutions that achieve valuable business outcomes for our clients and that meet our clients budgetary and timeline requirements. The AE will be actively involved in proposing and closing business along with setting expectations with our key stakeholders.
The AE works closely with Valorem Reply's inside sales, marketing, and alliance teams to take initially qualified leads and nurture them into opportunities and ultimately closed business. Leads may span multiple geographies and solution areas. The AE will be assigned a sales quota tied to fees under management at the beginning of the fiscal year. The AE is accountable to and rewarded for achieving reaching and achieving quota.
Responsibilities Working with Executive Leadership and Solution Area Leadership to identify, qualify, propose and close new business opportunities. Establish relationships across a wide network of prospect representing both business and IT leaders with the intention of uncovering new business opportunities. Accurately managing and maintaining a revenue forecast and pipeline for prospect accounts. Collaboratively managing a pursuit process with Solution Area and Executive Leadership within a prospect account. Communicating effectively both verbally and in writing, ensuring that a deep, trusting relationship is built on an individual and organizational level. Communicating internally with managers, project manager, operations, marketing/alliances and consultants working on a prospect or recently acquired account. Working with our alliance partners (primarily Microsoft) to ensure that our work is recognized, and that Valorem Reply is ensuring that our prospect or newly acquired account is able to participate in relevant Microsoft programs Ensures that all administrative requirements are met based on company standards. Ensures that all operational policies and procedures are adhered to in the delivery of service. Contributes to/is responsible for participating in Digital Strategy & Customer Success departmental initiatives. Manages Customer satisfaction measured by reputation, surveys, etc. Develop a complete understanding of Valorem Reply's processes, systems, and services offerings to better serve customers and facilitate organizational collaboration around customer needs. Actively and accurately maintain account, opportunity, and contact information within Valorem Reply's CRM system. Inform Valorem Reply solution offerings based on customer and market feedback.
Education and Experience Four-year degree or equivalent in a related discipline (e.g., information technology, computer science, business, engineering). 8+ years of industry experience in a relevant discipline. 5+ years of successful consulting sales or technical business development experience Consistently be highly motivated, outgoing and self-directed. Maintain high levels of integrity and dependability. Maintain a focus on results, quality, and customer satisfaction. Must have strong leadership qualities and understand and enable team dynamics. Work well in a team environment and effectively manage work activities. Able to adapt and be flexible with changing business needs. Must have strong consultative skills.
Technical Skills Ability to effectively use and operate a PC and standard business applications such as Microsoft Outlook, Word, Excel, and internally used collaboration tools such as Teams, CRM, Geco, etc. Proven understanding of modern cloud technologies Proven understanding of modern project methodologies (Agile) Ability to understand complex systems and business problems. Experienced in contract negotiations.
Communication Skills Excellent communication skills both oral and written. Ability to competently understand, speak, read, and write English.