Account Executive - Existing Accounts - EMEA

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 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.
• This position requires regular travel to client sites within the assigned territory and key accounts to facilitate in-person meetings and strengthen client relationships. Travel is also required for all sales events, conferences, and other client-facing engagements.
• The successful candidate will be responsible for achieving the assigned sales quota.

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 is highly preferred.
• The candidate must possess excellent negotiation and presentation skills.
• Strong verbal and written communication skills are required.
• The candidate should be proficient in Microsoft Office and Salesforce.com.
• Excellent time-management skills are essential for success in this role.
• Technically sound in computer skills and familiarity with CRM applications / SalesForce.com.
• The role requires strong problem analysis and problem-solving skills.
• The candidate must demonstrate a strong willingness to put in the hours required to successfully execute all job responsibilities.
• Strong understanding of sales methodologies, with Challenger and MEDDPICC experience highly preferred.
• The role requires a structured and organized approach to work.
• Successful candidates will demonstrate regular and predictive attendance as a fundamental aspect of their commitment to the role and our team.