Summary

The Account Executive is responsible for developing long-term relationships with a portfolio of assigned existing Clients and New Logo Sales responsibilities within a defined Region of Europe or Middle East (EMEA) with the objective of ensuring optimum use and satisfaction with our solutions to drive new logo growth and continued success and expansion within existing customers. The Account Executive represents the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company. The Account Executive will be responsible for driving Net New Client Revenue and, by providing feedback regarding each Client’s success, will be a key voice of the Client from the Sales Team. The Account Executive will integrate with Client Implementation, Customer Success, Supplier Success and Product Management Teams. The assigned Clients will have significant current or future potential opportunity and the Account Executive is expected to become an expert in each Clients' supplier management process to provide the highest standards of service level excellence to successfully guide our expected expansion and any required product evolution to facilitate maximum adoption.

Nature and Scope of Position

Account Executives are the primary business contact and overall Account Executive for our Clients and are targeted with a sale (new net revenue) and client retention quotas based on metrics around Renewal, Client Expansion and Client Satisfaction.

Essential Duties And Responsibilities

After initial training and deployment, Account Executive assumes Account relationship ownership and operates as lead point of contact for all business matters relating to your Client(s)
Develop and manage relationships with key Client stakeholders and executive sponsors within the Safety, Procurement, Finance/Risk, Compliance, and Legal functions at Client Site(s) and Corporate levels
In collaboration with Implementation Manager, Solution Engineer and Customer Success ensure a high level of satisfaction with our solutions and services
Create and Document a strategic account plan for each assigned client
Perform remote and onsite Client Business Reviews, identifying opportunities for improvement satisfaction and managing subsequent engagements
Coordinate with Solution Engineer to demonstrate all products and features to current and/or expansion opportunities
Identify Expansion opportunities within assigned Clients and collaborate with other Teams as appropriate to ensure growth attainment
Participate in continuous improvement of Account Management Team
Escalate top customer issues, assist in developing action plans to resolve
Adherence to all sales processes including accurate and timely updating of applicable
Track and own your Account Management Metrics, Client Satisfaction, Client Sales Plays, Client Reviews, Reference Status and deliver complete and accurate Sales Forecasts
Successful achievement of assigned sales quota monthly/quarterly/annually

Key Performance Metrics

Potential candidates for the position must meet the following performance metrics:

Minimum - quarterly business reviews with each assigned client
Meet or exceed new billings assigned quota, monthly/quarterly/annually
Drive each Client Account YOY Revenue Growth and YOY Net Retention Goals
Be able to display all current account plans at anytime

Minimum Qualifications, Education & Experience

Accountable for results and deliverables, able to work independently and proactively
Experienced in being responsible for Renewal and/or Expansion/Upsell quota and consistent proven success
Minimum of 2 years of Sales and/or Account Management experience preferred, or minimum 2 years of experience in a customer facing support or business development role in an enterprise software and/or complex sales structure
Experience selling SaaS software solutions
Experience in Supply Chain, Safety, ESG, Procurement preferred
Excellent negotiation and presentation skills
Excellent verbal and written communication skills
Skilled in use of Microsoft Office and Salesforce.com
Bachelor’s degree required
Fluent in English, additional languages preferred (French, Spanish, German, other)

Other Desired Traits

Excellent time management skills
Problem analysis and problem-solving
Desire to put in hours required to execute on job responsibilities
Consultative/Challenger approach to Account Management
Structured organized approach

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Account Executive