Senior Account Executive - UK

Job Description

Summary

The Senior Account Executive role drives large enterprise growth engagements with new and existing strategic accounts and architects change success plans to help our enterprise clients establish change management capability.  In this role you’ll have an opportunity to engage with C-level executives and senior leaders in Fortune 500 organizations to manage complex change management initiatives and lead a consultative sales process to secure multi-service engagements.  The Senior Account Executive will be a self-starter with a proven track record of building relationships, structuring and selling sophisticated holistic solutions aligned to customer needs, and successfully navigating complex sales cycles with multiple stakeholders. 

Requirements

Scope & Responsibilities

• Drive revenue growth by identifying and engaging new clients interested in developing organizational change capability and/or interested in applying change management on critical business initiatives. 
• Develop account growth strategies that position the Prosci brand as a market leader inside target accounts. 
• Establish relationships with C-level executives and senior level decision makers across a variety of Industries. 
• Participate in an  account team and collaborate with internal partners on regular client touchpoints, to include annual account reviews for our most strategic accounts, provide direction and on-going feedback on change management strategy, and recommend Prosci offerings that will advance client’s change capability. 
• Represent the organization in a variety of marketing and growth activities, including onsite sales meetings, and web meetings with potential clients, tradeshows, and events. 
• Responsible for driving key business development metrics such as deal in our top enterprise engagements, increased sales for new service offerings and strategic customer success measures to including service plans and client maturity assessments.  

Manage all aspects of Prosci’s client acquisition process including:

• Identifying new opportunities
• Assessing and scoping needs of the client
• Creating compelling solutions & proposals
• Collaborating with Prosci team on timing and fit
• Successfully negotiating contracts to close 

Advises internal teams on product and service suggestions based off client feedback

Competencies, Skills & Qualifications

Competencies                                                                                 

• Drives Results – consistently achieves results, even under tough circumstances.
• Action Oriented - takes on new opportunities and tough challenges with a sense of urgency, high energy and enthusiasm.
• Manages Complexity – makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
• Interpersonal Savvy - High level of interpersonal and emotional intelligence, including the ability to handle complex client situations with poise, tact, and diplomacy.
• Communicates Effectively - Ability to interact and communicate with individuals at all levels, from C-level/senior leaders to front line associates, both internally and externally.
• Collaborates - Strong collaboration skills; comfortable partnering with multiple team members and other functional areas for team-based selling
• Plans & Aligns - Problem solver with the ability to understand complex client challenges and arrive at results.
• Organisational Savvy – manoeuvres comfortably through experimentation when tackling new problems, using both successes and failures as learning fodder.
• Customer Focus – builds strong customer relationships and delivers customer-centric solutions.
• Builds Networks – effectively builds formal and informal relationship networks inside and outside the organization.

Technical/Functional Skills

• Proficiency working within CRM technologies (SalesForce)
• Microsoft 365 (Outlook, Excel, PowerPoint, Word, Prosci tools, knowledge of virtual meeting platforms); or managerial (e.g., global team leadership, P&L line leader). 

Qualifications

• Bachelor’s degree in related field.
• 15+ years of experience acquiring new clients using a consultative sales approach with expertise in change management, advisory services and/or professional service sales.
• 15+ years of experience engaging with senior-level leaders across multiple industries.

Additional Preferences 

• Experience managing and/or coaching early career team members  or sales team.
• Solves highly complex issues affecting the function and/or organization by applying expertise and ingenuity to innovate and create offerings/solutions
• Develops solutions for clients that consider future concepts, products or technologies in alignment with long-range goals and objectives
• Accustomed to working towards and meeting pre-agreed objectives and KPI’s around account and client base expansion and development. 
• Experience of solutions sales, ideally related to people and organizations. 
• Strong solution sales experience and negotiation skills. Must have experience selling multi-year large professional service engagements (€500k to 1M+). Track record of successful goal/quota attainment in sales or business development responsible role.  

Benefits

Work Location: Fully remote with frequent travel required for client meetings, events, and other business needs. Candidates must be based in the UK and willing to travel regularly, with up to 50% of their time spent traveling domestically and internationally as needed.

Compensation: Will vary based on candidate experience, qualifications and location. Currently includes participation in a discretionary annual bonus scheme, access to LinkedIn Learning and multiple employee-led interest and resource groups. 

At Prosci, you’ll find more than a job.  Here, you can contribute to meaningful work in the world, co-create your professional experience, and learn and grow. Our global team is rich in experiences and passion for helping our clients create change success.   

Prosci is an equal opportunity employer that is committed to inclusion and diversity.  Employment opportunities at Prosci are available to all applicants, without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, age, disability, or any other legally protected characteristics. You can learn more about our efforts to build a more inclusive, equitable and diverse organisation: https://www.prosci.com/about/dei. 

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