Account Executive

Job Purpose

Under direction of the VP of Sales, the Account Executive develops and maintains long-term client relationships while helping grow revenue and profits. The Account Executive will work in conjunction with the Sales team to scale revenue by building a pipeline across the target segment and identifying prospects. This includes, but is not limited to, identifying and closing net new business, building a referral base, establishing, and cultivating client relationships, and maximizing their network and public facing impact.

Essential Functions And Responsibilities

• Identifies and qualifies prospects that support alignment between sales and marketing that drive new clients and new revenue streams in the target segments.
• Grows existing customer accounts within Televerde's solution portfolio.
• Works closely with the VP of Sales to support quarterly sales motions and key sales activities.
• Qualifies and converts both sales-sourced leads and identified opportunities that result in closeable business in line with our bookings, revenue and margin targets.
• In collaboration with the VP of Sales, develops customer acquisition and account penetration strategies that promote highly qualified leads that efficiently progress through the sales stages.
• Effectively leverages regional success to penetrate additional theatres and business units within and outside our current client group.
• Works with internal stakeholders to support global account strategy.
• Creates clear, concise synopsis of the key messages into a creative presentation to engage and share key information.
• Continuously develops improved relations with clients and internal departments through frequent discussion and interaction.
• Executes discovery calls with prospects and clients to determine solution alignment that will result in an effective, well-planned campaign that delivers ROI.
• Daily documentation within all applicable systems such as critical information about the sales process, accounts, and metrics to drive sales process. Leads, opportunities, and activities are created and managed within the appointed system.
• In collaboration with the VP of Sales, negotiates contracts and ensures client’s needs are met while achieving maximum profitability for the organization.
• Navigates current client’s ecosystems to gain net new business within the appropriate channel.

Knowledge, Skills, And Abilities

• Excellent verbal, written, and presentation communication skills.
• Demonstrated ability to successfully find and cultivate new leads through cold calling.
• Knowledge of critical entry points: Sales, Marketing, Corporate, Field, Regional, Channel and Inside Sales.
• Ability to connect “pain” of potential client during lower-level discussion to the actual high-level need of the organization.
• Ability to map people and titles to corporate structure, understand roles and responsibilities, align roles to their growth objectives and success criteria, facilitate handoffs to others, and set goals.
• Ability to collaborate and work efficiently with other team members as it relates to departmental and individual goals.
• Understanding of divisional and reporting relationships, authority for decisions, building trust and belief in the value of you and your company.
• Excellent understanding of the process and strategies of selling “high value services” to business executives in large organizations in a competitive situation.
• Ability to summarize the solution and offer it into an organized and comprehensive format that describes the solution, aligns it to the clients' needs and growth objectives, and positions the offering with pricing, ROI, and value benefit proposition. It should be designed in a manner to stand alone to move the sale forward without the presence of the salesperson.
• Ability to interpret, anticipate, and understand decision making systems and authorities including, but not limited to, budgets, cycles, influencers, deterrents, and competition.
• Ability to correctly and effectively utilize provided technology systems. Must be able to populate related fields, extract, import, and report on individual activities.
• Ability to successfully manage forecastable prospects thru the process.
• Ability to effectively manage time across multiple customers and projects.

Education And Experience

• Bachelor’s degree or relevant experience required.
• 3+ years B2B direct marketing sales experience, with business development in mid-size and smaller enterprise organizations.
• Experience in developing sales plans and accurate sales forecasts.
• Experience in account management is preferred.
• Experience within a specific vertical market sector such as Technology preferred.

Working conditions/Physical Demands

This position requires constant communication and interaction with all parties involved with the campaigns by phone and in-person, as well as some travel to clients located in and outside of Arizona. It also requires trips to women’s prisons on occasion, where there will be direct contact with incarcerated individuals. In some cases, the employee may have to walk a quarter of a mile from the correctional unit to the main office.

• Ability to move wrists, hands, and/or fingers in a repetitive motion.
• Ability to continuously stand, walk, reach, kneel, bend, stoop, push/pull, and sit.
• Ability to lift to 25 pounds occasionally.
• Communicating effectively with employees, vendors, and clients.
• Continuously working at a desk and computer.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions if needed.

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Direct reports

This position does not have direct reports.

This job description is not meant to be all-inclusive of the duties and responsibilities of the job and may change at any time without notice.

Televerde provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.