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