Account Executive, Commercial Solutions Group

SUMMARY:

Responsible for the management and growth of existing clients and the development of new clients in the specific territory [Baltimore & surrounding metro suburbs of Baltimore, specific named accounts in MD, and points north in the Mid Atlantic]. Develops and implements strategy, sales & territory plan, forecasts for overall business development, sales, account expansion, and ensure that he or she provides a world class customer experience.

DUTIES AND RESPONSIBILITIES:

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

• Responsible for growing and expanding customer revenue in alignment with stated business goals of 20%+ YOY growth by driving existing account expansion, renewal rates of 90% or greater, and new customer acquisition and growth. In addition to prospecting into existing customer base and calling on MQL’s and other lead gen activities, the AE role will also provide reactive assistance needed within customer base to ensure customers receive timely and accurate assistance
• Approximately 50% of time spent on driving expansion into customer base, 20% of time spent on renewals, 15% of time developing new customer relationships, and 15% of time spent performing various customer experience/administrative related duties
• Generates and develops added-value business with existing clients & new clients to meet specified sales goals.
• Manages consistent growth within predetermined territory.
• Responsible for expansion and renewal of existing subscription contracts
• Ability to understand and identify clients desired outcomes and position solutions sales including software and associated professional services
• Manages the preparation and implementation of sales development plans, sales forecasts and strategies.
• Prospecting on various promotions into customer base
• Prospecting to drive event registrations and event follow up after event into customer base
• Prospecting into MQL’s into customer base
• Consistent quota achievement
• Responsible for scheduling, attending and managing virtual meetings or face to face client meetings (if warranted).
• Responds to all inquiries and requests in a timely and professional manner.
• Develops and maintains relationships with clients & Autodesk sales and channel contacts
• Develops customer relations including but not limited to sales leads, research, warm calls, qualifying leads, developing leads, and customer service.
• Seeks and creates opportunities to expand business with current clients’ by identifying further business needs and presents appropriate solution.
• Grows existing accounts and prospective clients to full potential and generates maximum revenue on a long-term basis.
• Analyzes existing and anticipated client needs and promote company services to meet such requirements.
• Formulates the overall objectives and strategy to develop a high-value relationship within all areas.
• Possesses and maintains thorough knowledge of AECO industry and how the Autodesk products & CADD Services solve unique needs of the industry.
• Understands and communicates information regarding company products, services, and policies and procedures to existing clients.
• Understands prospective client’s culture, product portfolio, competitive position, financial state, investment plan, organization structure and key decision makers.
• Attends conventions, conferences, and trade shows as needed; prepares post-event reports and analysis.
• Attends and participates in team strategic sales meetings.
• Attends and participates in team meetings and provides constant collaboration and communication with the sales team
• Attend and prepare for weekly/biweekly meetings with manager and team
• Closely interacts with all divisions of the company; including the sales team, professional services and operations teams.
• Functions as liaison between client companies and CADD.
• Maintains accurate records in Netsuite CRM System for all customer interaction
• Ensures that all required client paperwork is complete, accurate, and submitted on time.
• Generates weekly, monthly, and quarterly reports, tracking work as specified by manager.
• Performs other duties as assigned by manager.

QUALIFICATIONS:

• Bachelor’s degree (B.A./B.S.) in related field or equivalent
• Minimum of 3 - 5 years outside solution sales experience or equivalent
• Sales experience with SMB and Enterprise customers
• SaaS solutions experience
• Commitment to excellence and high standards
• Excellent written and verbal communication skills
• Good judgment with the ability to make timely and sound decisions
• Creative, flexible, energetic, and innovative team player
• Capability to meet or exceed sale targets
• Working knowledge of industry product information
• Demonstrated ability to make successful presentations to individuals and/or groups at all levels of an organization
• Strong organizational skills; able to manage priorities and workflow
• Ability to work independently and as a member of various teams
• Ability to deal effectively with a variety of individuals at all organizational levels
• Ability to calculate figures and amounts such as discounts, interest, commissions, and percentages
• Excellent problem resolution and consultative sales skills
• Proven ability to handle multiple projects and meet deadlines
• Strong interpersonal skills
• Ability to prepare reports and business correspondence
• Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm
• Ability to communicate professionally and effectively in person, on the phone, electronically, or through other means to individuals and groups
• Experience with CRM systems, preferably Netsuite

PHYSICAL AND MENTAL REQUIREMENTS:

• Must be able to express or exchange ideas and meaning with employees and customers
• Must be able to remain in a stationary position to work on a computer
• Must be able to occasionally move about inside the office to access file cabinets, office machinery, etc.
• Must be able to travel independently to onsite meetings.

Equal Opportunity Employer/Veterans/Disabled