What are the responsibilities and job description for the Account Executive (Mid-Market) position at SoftServe?
Job Profile Summary
*Candidates must reside in Portland, Seattle, Chicago or Minneapolis
The purpose of the role is to establish strategic business relationships with new mid-market clients, while driving client satisfaction and maximize revenue results for SoftServe. Function as integral part of Business Development team while supporting all current go-to-market strategies including but not limited to, healthcare, financial services, retail/CPG and manufacturing.
Duties & Responsibilities
- Cultivate and pursue opportunities with new and existing mid-market clients, supporting the full sales cycle from prospecting through each deal win
- Effective use of SoftServe’s sales technology to build and accurately represent a health pipeline of opportunities
- Represent SoftServe’s value propositions proficiently to both prospects and existing clients
- Leverage and drive SoftServe’s sales process, collaborating in a team sales environment with support teams (Engagement Management, Marketing, Legal, Finance, Delivery and Account Management) to effectively close new client deals
- Identify client needs and goals and sell value-added consulting services and solutions accordingly
- Manage legal relationships, including contract renewals, NDAs, MSAs, etc., as necessary
- Strive for maximum profitability within each sales opportunity
- Establish and maintain contact with various client groups, including product management and executives
- Monitor customer satisfaction at each stakeholder level and initiate changes as needed to improve satisfaction
Preferred Competencies & Experience
- 7-10 years of work experience as a Sales Executive in the IT/Telecom/Digital industry
- 5 years of applicable experience in mid-market sales.
- Background in technology services
- Strong understanding of technology and its applications in business
- Global mindset to function in a matrixed environment with multiple demands
- Experience in a complex, highly matrixed, and professional services company, with familiarity across business development and delivery functions
- Expertise in selling custom application development or digital services in new client accounts
- Proficiency in consultative sales and business development techniques, including prospecting, initiation, deal qualification, closure, and customer satisfaction
- Strong network and connections across varied lines of business to promote SoftServe's capabilities
- Drive and determination to achieve assigned quotas and drive revenue growth within the assigned territory
Required Skills
- Strong communication and presentation skills
- Strong executive presence
- Strong Account Planning Skills
- Proficiency in sales techniques and negotiation
- Strategic thinking and problem-solving skills
- Relationship building, negotiation, and management skills
- Proficiency in managing legal relationships and contract negotiations
Supervisory Responsibilities
- No direct reports
Qualifications
- Education Bachelor's degree in business, marketing, communication, or a related field. Master’s degree preferred
- Certifications Professional Project Management certification (PMP, etc.) is a plus; Professional Account/ Sales executive certifications are not required, but will be a plus, e.g. Certified Sales Professional (CSP), Certified Professional Sales Person (CPSP), Certified Sales Executive (CSE), Strategic Account Manager (SAM) Certification, Certified Inside Sales Professional (CISP)
Other Requirements
- Travel >50% of the time
- A global mindset to operate effectively in a matrix environment
- Commitment to maintaining high levels of client satisfaction and business growth
