What are the responsibilities and job description for the Enterprise Account Executive position at Shift Paradigm?
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 average.
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 the 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
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