Senior Account Executive - Strategic Sales

AMCS Group; City of London; On-site; GBP 80,000 - 120,000; Full time

Job summary

A sustainability software specialist is seeking a Senior Account Executive - Strategic Sales to manage key accounts and drive business development. The ideal candidate has over 15 years of experience in consultative software sales, is skilled in strategic planning and professional communication. This full-time role involves developing multi-year strategic plans and engaging in high-level customer interactions to ensure business growth and customer satisfaction.

Qualifications

• 15+ years in a quota-carrying consultative software sales role.
• Experience with multi-year business engagements in Fortune 500 companies.
• Skills in crafting strategic account sales plans.

Responsibilities

• Develop and maintain a multi-year strategic account plan.
• Lead strategic planning and manage key account interface.
• Drive strategic and tactical planning for the account.

Skills

Consultative software sales

Strategic planning

Professional communications

C-Suite value positioning

Business acumen

Job description

Senior Account Executive - Strategic Sales

AMCS is a sustainability software specialist headquartered in Ireland, with offices in Europe, the USA, and Australasia. With over 1,300 employees across 22 countries, we deliver technology solutions to facilitate a carbon neutral future.

Overview

AMCS offers a path-skills career with opportunities to speak with customers in segments of interest. Sell core products backed by a leading software platform, with engagement from leadership on opportunities to win.

Here’s What You’ll Do

• Develop and maintain a multi-year strategic account plan to meet or exceed customer objectives and sales goals. Revise the account strategy and plan to fit changing key account needs and priorities.
• Influence and lead strategic planning within sales, product, consulting, and support to represent Strategic Account requirements.
• Manage the interface between the Strategic Account and AMCS personnel (sales, solution specialists, product development, consulting, support and corporate functions) to ensure alignment, communications, and reporting cadence.
• Gain agreement with the customer on key work streams aligned with their transformations and imperatives.
• Own escalation issues for the Strategic Account and drive to closure while maintaining high customer satisfaction and a win-win operating environment.
• Create a quarterly business review cadence with Sponsors to track progress on focused areas and work streams.
• Build relationships with the customer’s executive team as a trusted business advisor.
• Drive strategic and tactical planning for the account and generate accurate monthly forecasts.
• Prospect with a hunter mentality via phone, internet, fieldwork, referrals, and industry networking; independently identify and generate new sales opportunities.
• Contact and conduct initial discovery with customers via phone and email; facilitate face-to-face meetings, present proposals and solutions, and close business on the phone, via Zoom, or in person (when possible).
• Collaborate internally on pricing strategy and account implementation plans.
• Manage individual sales funnel information for all prospective customers in the required format.
• Conduct weekly progress meetings with the key account sales team and Management; review weekly/monthly sales activities with Management.
• Engage in self-development and training opportunities (internal & external).
• Reports to VP of Sales.

Here’s What You’ll Need

• 15+ years of experience in a quota-carrying consultative software sales role with average deal sizes over 1.5m ACV.
• 15+ years of experience with multi-year, multi-faceted transformational business engagements in Fortune 500 companies.
• Demonstrable skills in crafting corporate strategic account sales plans with concurrent, multi-year sales motions.
• Demonstrable skills in professional communications, presentations and solutions blueprinting.
• Demonstrable skills in C-Suite value positioning and ROI through Command of the Message and use of MEDDICC.
• High level of business acumen and understanding of a customer's business, organization, strategy, and financial position.

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Sales and Business Development

Note: This description is intended to reflect the current role and responsibilities and may be updated as business needs evolve.