Job Summary

The Account Executive is responsible for proactively identifying target accounts and acquiring new customers. The role accurately qualifies both self-and marketing-generated leads, defines the deal strategy, manages and guides all resources supporting the sales pursuit, responsibly manages sales costs, and accurately forecasts revenue and close dates. The Account Executive establishes executive relationships and actively works with prospects to develop quantifiable project business cases. This role effectively informs, guides, and manages a broader sales pursuit team comprised of pre-sales technical resources, delivery team members, and senior leaders.

  • Minimum Qualification: Degree
  • Experience Level: Mid level
  • Experience Length: 5 years

Job Description/Requirements

Strategic Capabilities 

  • Understand and execute a defined selling methodology: sales cycle planning and execution through closing to project team hand-off
  • Understand the key business drivers within the focus vertical/industry
  • Understand the internal and external pressures that affect customer priorities
  • Understand enterprise fiscal and budgeting cycles, organization structures, and capital prioritization processes
  • Clearly communicate partner differentiation and potential business impact to all stakeholders influencing the decision process
  • Develop and defend a business case
  • Strong verbal (telephone), written, and presentation communication skills
  • Develop and execute sales strategies and defined sales plays
  • Accurately forecast opportunity scope, revenue, and close date
  • Strong collaboration skills: work with internal pre-sales and delivery colleagues to execute a comprehensive win strategy
  • Strong objection handling and sales closing skills
  • Ability to determine win probability (knowing when to disengage)
  • Excellent negotiating skills


Execution Skills

  • Develop a networking and prospecting plan across the defined industry or vertical, relevant groups and associations, industry influencers, and potential technology partners
  • Plan and execute field-level marketing campaigns
  • Understand and align with the internal corporate marketing message and marketing plan
  • Conduct accurate due diligence (discovery) with technical, operational, and strategic project stakeholders
  • Align Dynamics 365 solution capabilities and partner IP features/functions with customer business challenges and desired business outcomes
  • Create and facilitate effective business value discussions, presentations, and proposals to prospective business leaders
  • Clear understanding of common RFI/RFP selection processes (and disruptive techniques)
  • Co-develop customer business cases to support project approval and funding
  • Map business outcomes of the appropriate Microsoft Dynamics solution set
  • Proactively prospect target accounts within a defined prospect portfolio

Certifications

  • Business degree or equivalent (MBA is desirable)
  • Sales cycle methodology or equivalent training
  • Executive engagement/communications and presentation delivery training


Project Experience

Types/Qualities

  • 5+ years B2B sales experience (Account Executive, Business Development, Pre-Sales Support)
  • Verifiable track record of quota attainment and project success
  • Previous focus industry/vertical expertise
  • Strong leadership and decision-making capabilities


Technologies

  • Working knowledge of the Microsoft cloud platform and Dynamics 365 (or equivalent ERP/CRM) capabilities
  • Feature/function knowledge of relevant Dynamics 365 solution set

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