What are the responsibilities and job description for the Enterprise Account Executive, Expansion position at Radiant?
An Enterprise Account Executive, Expansion, focuses on growing revenue from existing enterprise customers by identifying new sales opportunities within these accounts. This role involves deepening relationships with key decision-makers, understanding their business needs, and promoting additional products or services that can add value. It's a strategic role that requires a blend of consultative selling, account management, and business development skills. Key Responsibilities : 1. Account Expansion : - Identify and pursue upsell and cross-sell opportunities within existing enterprise accounts to increase revenue. - Develop and implement account expansion strategies tailored to each client's industry, business model, and growth trajectory. 2. Relationship Management : - Maintain and grow relationships with key stakeholders, including C-level executives, to understand their evolving needs and challenges. - Act as the primary point of contact for strategic accounts, ensuring customer satisfaction and retention. 3. Sales Strategy : - Create targeted sales plans for each account, setting clear objectives for growth. - Leverage insights from past engagements and market analysis to propose solutions that align with client goals. 4. Leadership and Coordination : - Collaborate with internal teams like Sales Engineers, Customer Success, and Product Management to deliver cohesive solutions. - Lead or participate in cross-functional teams focused on account growth initiatives. 5. Market Insight : - Conduct in-depth research on industries and accounts to uncover trends, opportunities, and potential obstacles. - Use this insight to inform sales approaches and tailor pitches. 6. Proposal and Negotiation : - Prepare and present compelling proposals that address client needs while maximizing company revenue. - Negotiate terms of agreements, ensuring they are favorable for both the client and the company. 7. Performance Tracking : - Utilize CRM systems to track sales activities, forecast revenue, and monitor account health. - Regularly report on account status, opportunities, and risks to sales leadership. 8. Client Advocacy : - Advocate for client needs within your company, influencing product development or service enhancements. - Ensure post-sale support aligns with client expectations for continued expansion. 9. Training and Knowledge Sharing : - Keep abreast of product updates, competitive offerings, and industry changes to remain a knowledgeable resource for clients. - Share best practices and client feedback internally to improve offerings and processes. Skills and Qualifications : - Education : Bachelor’s degree in Business, Marketing, or a related field. An MBA or equivalent could be advantageous. - Experience : - Proven track record in enterprise sales, particularly in a role focused on account growth or expansion. - Experience with complex sales cycles in a B2B environment, ideally within SaaS or similar tech industries. - Skills : - Strategic thinking with the ability to see and capitalize on long-term opportunities. - Strong negotiation, presentation, and communication skills. - Proficient in CRM tools (e.g., Salesforce), sales methodologies, and account planning. - Ability to work with complex organizational structures and navigate various decision-making processes. Benefits : Paid parental leave Open paid time off Paid holidays Disability insurance Health insurance Dental insurance 401(k) RSU Paid time off Parental leave Vision insurance 401(k) matching Life insurance Powered by JazzHR
