Avetta’s SaaS platform connects the world’s leading organizations with qualified suppliers, contractors, and vendors. We bring unmatched visibility to companies through cloud-based technology and human insights. As a result, we foster sustainable growth for businesses and their supply chains. Our SaaS subscription software is used by 85k+ active customers in over 100 countries.
SUMMARY
The Account Executive - Existing Clients is responsible for developing long-term relationships with a portfolio of 10-12 assigned Clients with the objective of ensuring optimum use and satisfaction with our solutions to secure continued expansion. In this role, you will represent 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 - Existing Clients will be responsible for Client Renewals and, by providing feedback regarding each Client’s success, will be a key voice of the Client from the Sales Team. This role will integrate with Client Implementation, Customer Success and Product Management Teams. Account Executive - Existing Clients are the primary contact for our most important and critical Clients and are targeted with a sales and client retention quota based on metrics around Renewal, Client Expansion and Client Satisfaction. If residing within commutable distance to one of our offices, a hybrid schedule would be requested, (3 days in office, 2 days work from home). Remote work may be considered for those outside of commutable distance to an office.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Develop and manage relationships with key Client stakeholders and executive sponsors within the Safety, Procurement, Finance/Risk and Legal functions at Client Site and Corporate levels
In collaboration with Client Implementation 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 Reviews, identifying opportunities for improvement satisfaction and managing subsequent engagements. Reviews can be weekly, monthly, or quarterly depending on client needs, in concert with developed strategic account plan
Communicate all new features and products to assigned clients
Demo 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
Create and communicate top customer issues, assist in developing action plans to resolve
Adherence to all sales processes including accurate and timely updating of applicable systems
Track and own your Account Management Metrics, Client Satisfaction, Client Call Plans, Client Reviews, Reference Status and deliver complete Sales Forecasts
Successful achievement of assigned sales quota
Must be willing to travel as needed based on business requirements
IDEAL EXPERIENCE, EDUCATION & TRAINING:
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
2+ years of Account Management experience in a Mid-Market software/complex sale, ideally a SaaS environment
Global experience highly preferred
Excellent negotiation and presentation skills
Excellent verbal and written communication skills
Skilled in use of Microsoft Office and Salesforce.com
This position requires extensive travel
Excellent time management skills
Technically sound in computer skills and familiarity with CRM applications / SalesForce.com
Problem analysis and problem-solving
Strong initiative skills
Ability to self-motivate and work positively in both a team and home environment
Desire to put in hours required to execute on job responsibilities and become successful
Strong understanding of sales methodologies, with Challenger and MEDDPICC experience highly preferred
Structured organized approach
Successful candidates will demonstrate regular and predictive attendance as a fundamental aspect of their commitment to the role and our team
