Client Sales Account Executive

Responsive is the global leader in strategic response management software, transforming how organizations share and exchange critical information. The Client Account Executive position is responsible for managing cross-sell and upsell opportunities within current clients and hunting for new opportunities, while cultivating strategic relationships and providing feedback to impact the company's software development.

Responsibilities:

• Manage the expansion, upgrades, and cross-sell attachment of current Responsive customers
• Find new opportunities within new teams and subsidiaries in conjunction with an Account Development Representative
• Achieve or exceed monthly revenue targets
• Display a solution sales mindset while cultivating new and existing account relationships
• Clearly document pipeline activity in Salesforce
• Adhere to MEDDPICC sales methodology
• Map out the key players in accounts and their goals creating detailed Account Plans
• Work with key players to create an action plan to map our services to account needs and goals
• Establish regular communication with Customers — operational and executive — to ensure Customers are actively utilizing the full functionality of Responsive’s software and are having a positive user experience
• Manage the upgrade/renewal process and work with the Contract Department to finalize agreements
• Closely manage and nurture accounts to identify and eliminate the risk of attrition
• Provide senior management with an accurate forecast and risk analysis of all assigned accounts within the team
• Communicate the needs of the Customer to other internal teams
• Understand the software and stay up to date with product enhancement to be able to demo the product and its benefits to any organization
• Work with Responsive employees and partners to help identify actions needed to create and close new opportunities
• Remain current on competitive products, RFP processes, and account business objectives
• Proactively uncover potential sales opportunities through outbound calling, written communication and referrals from technical support/professional services
• Drive new product adoption by presenting value-added services
• Build strong working relationships across Sales, Product and Customer Success teams
• Work closely with Customer Success team to increase customer retention

Requirements:

• 2-5 years working in B2B sales or account management, ideally in a SaaS, tech, or tech-adjacent industry
• Must be capable of working on multiple projects concurrently with minimum supervision
• Excellent written and verbal communication skills
• Demonstrated ability to manage a global account base
• Capable of making detailed presentations to large groups of people
• Have a strong work ethic and is able to independently drive sales efforts
• Able to effectively address challenging questions and provide innovative solutions to complex problems
• Bachelor's degree in Business, Finance or Operations is a plus
• Experience responding to RF(x)'s or proposal management is a plus
• B2B sales methodology, MEDDPICC preferred