Account Executives will be required to complete the following Responsibilities within their role.
NEW BOOKINGS – RESPONSIBILITIES:
- Attend online discovery meetings with prospects, building rapport, and identifying their needs
- Attend in-person commitments on an as-needed basis, including but not limited to conferences, trade shows, award ceremonies, customer meetings, etc.
- Perform demand generation activities such as outbound email, LinkedIn messaging, and phone calls to create prospective customer pipeline
- Educate prospective customers on our products, services, and value proposition
- Demonstrate our AI platform’s features and functions in a polished and effective way
- Oversee evaluation phase “proofs of concept” and “pilots” with prospects who require it
- Maintain communication and deepen relationships with prospects during evaluation phase(s)
- Provide responsive service to the prospect and ensure their satisfaction with the evaluation
- Maintain accurate records of customer interactions and sales activities in our CRM system
- Negotiate and close finalized sales contracts (addressing all pricing and legal considerations)
- Meet sales quotas in terms of the number and amount of closed deals
- Continuously improve sales techniques, product knowledge, and effectiveness
- Collaborate with other sales and marketing team members to implement sales strategies
EXPANSION BOOKINGS – RESPONSIBILITIES:
- Develop new and maintain existing relationships with key stakeholders in existing customer accounts
- Identify opportunities for upselling and cross-selling based on client needs and business objectives
- Educate prospective customers on new products, services, and value proposition
- Work with marketing team to develop effective messaging to showcase upsell and cross-sell offerings
- Conduct meetings with customers to discuss their objectives and opportunities for expansion sales
- Maintain accurate records of customer interactions and sales activities in our CRM system
- Negotiate and close finalized contracts and pricing with customers to maximize expansion sales
- Collaborate with the customer success teams to ensure successful onboarding of the new offerings
- Meet sales quotas in terms of the number and size of closed deals for expansion sales
- Continuously improve sales techniques, product knowledge, and effectiveness
RENEWAL BOOKINGS – RESPONSIBILITIES:
- Maintain strong relationships with customers to enhance customer satisfaction and retention
- Manage contract renewals for existing customers, including negotiation and prep of renewal contracts
- Identify upsell and cross-sell opportunities during the renewal process to increase revenue
- Proactively engage with clients to understand their business objectives, challenges, and requirements
- Ensure compliance with contractual terms and adherence to company policies and procedures
- Maintain accurate records of customer interactions and sales activities in our CRM system
- Negotiate and Close finalized sales contracts (addressing all pricing and legal considerations)
- Meet sales quotas in terms of the number and amount of closed deals
- Continuously improve sales techniques, product knowledge, and effectiveness
- Collaborate with other sales and marketing team members to implement sales strategy