Role Title
Overview
The Account Executive role drives business growth within large enterprises by managing both new and existing strategic accounts, designing change management success plans to help clients build organizational capabilities. This position offers the opportunity to engage with C-level executives and senior leaders of Fortune 500 companies, managing complex organizational change initiatives and leading a consultative sales process to secure multi-service contracts.
The Account Executive must be proactive, with a proven track record in relationship building, selling business consulting solutions, and successfully managing complex sales cycles involving multiple stakeholders.
Requirements
• Drive revenue growth by identifying and engaging new clients interested in developing organizational change capabilities or applying change management to key business initiatives.
• Develop account growth strategies that position the Prosci brand as a market leader within target accounts.
• Establish relationships with C-level executives and senior decision-makers across various industries.
• Collaborate with the account team and internal partners to maintain regular client engagement, including annual reviews of strategic accounts, providing ongoing direction and feedback on change management strategies, and recommending Prosci solutions that enhance client change capability.
• Represent the organization in various marketing and growth activities, including in-person sales meetings, virtual client meetings, trade shows, and events.
• Be accountable for driving key business development metrics, such as closing enterprise deals, increasing sales of new services, and meeting client success indicators, including service plans and client maturity assessments.
• Manage all aspects of the client acquisition process—from identifying new opportunities, assessing and defining client needs, creating compelling proposals, collaborating with the Prosci team to define timelines and solutions, to negotiating and closing contracts.
Success Profile:
Extensive experience in solution selling and negotiation skills. Proven record in selling large-scale professional service contracts (USD $800K to $1M+).
• Demonstrated success in meeting or exceeding sales or business development targets.
• High interpersonal and emotional intelligence, with the ability to handle complex client situations with diplomacy and tact.
• Ability to interact and communicate effectively with individuals at all levels, from senior executives to operational staff, both internally and externally.
• Strong collaboration skills and comfort working cross-functionally across departments.
• Problem-solving mindset, able to understand complex client challenges and propose.
Qualifications
• Bachelor’s degree in a related field.
• Over 10 years of experience acquiring new clients through a consultative sales approach, with experience in change management, consulting services, and/or professional services sales.
• Over 10 years of experience interacting with senior executives across various industries.
• Experience using CRM technologies (Salesforce), Microsoft 365 (Outlook, Excel, PowerPoint, Word), and virtual meeting platforms. • Experience leading global teams and managing P&L lines (preferred).
• Intermediate to advanced level of English; knowledge of an additional language is desirable.