Sr. Account Executive Job at Techwave Consulting Inc.
COMPANY DESCRIPTION
Techwave is a leading global consulting services company specializing in digital and business transformation. We believe in empowering clients to maximize their potential and achieve their business objectives with a wide array of business and technology consulting services, including, but not limited to, Enterprise Resource Planning, Digital Supply Chain, Customer Experience, Application Development, Analytics, Cloud, and the Internet of things (IoT).
Founded in 2004, headquartered in Houston, TX, USA, Techwave leverages its expertise in business and digital transformation, enterprise applications, and managed services to enable businesses to accelerate their growth.
The Opportunity:
Sr. Account Executive (Sr. AE) - As the key customer-facing asset in our Consulting Services Sales organization, the Sr. AE is responsible for positioning Techwave’s services as the differentiated partner that will help our clients achieve time-to-value while controlling operational and implementation costs on their path toward digital transformation and adoption of next-generation technologies.
The primary focus of the Sr. Account Executive is to embrace a
customer-first mentality. With a core focus on the customer, the Sr. AE works with a cross-section of talented virtual account team members to drive demand across the Techwave’s Services portfolio. Customer engagement models range from consulting services in a value-assurance capacity to a fully integrated service delivery model involving innovation, strategy, core implementation, and premium application management and support services. The successful Sr. AE is able to articulate the full end to end transformation journey to our customers while striving to optimize consumption of Techwave’s consulting services.
Responsibilities:
Demand Generation: Conduct detailed research and comprehensive analysis on customer industry and specific customer account business imperatives and challenges; Develop territory and account plans, leveraging all assets available (e.g. sales plays, lines of business, marketing events, consulting management and resources, etc.) that represent pipeline growth and business opportunities; Ensure adequate pipeline coverage by leveraging the breadth Techwave’s entire portfolio of consulting, support, and business process outsourcing services; identify the intersection of customer business challenges with consulting capabilities; Continuously review and update territory and opportunity plans based on a dynamic customer environment.
Sales Execution: Become an expert in the customer decision making process and develop relationships with key decision makers, nurture champions and coaches, and progress a deal through the sales cycle. Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models; Create and deliver customer presentations on implementation methodology, approach, best practices, risk mitigation strategies, and deployment recommendations that ensure customer success; Lead formulation and delivery of formal services proposals, RFP responses, Statements of Work (SOW); Update, maintain, and accurately report out regular updates to sales forecast.
Brand Ambassador: Build strong internal relationships with consulting services delivery and other groups; Maintain situational awareness of Techwave’s marketing and brand identity campaigns; Be prepared to interact with and present to 'C' level executives at Techwave’s customers.
Solution Leader: Continue to research and educate oneself formally in organized education forums and informally with internal sales collateral, competitor content, and internal resources related to Techwave’s business; Be aware of, understand, and participate in professional association activities relevant to Techwave’s industry verticals; Maintain knowledge and understanding of industry vertical trends and the practical applications of emerging technologies (e.g.., IoT, Machine Learning, Blockchain, AI); Leverage social media and other tools to expand awareness of Techwave’s innovations; Proactively position Techwave’s thought leadership role in business process transformation and technology advancement.
Qualifications & Skills:
- Minimum of 8-10+ years of experience in sales or business development activities including generation and management of opportunities, bids, deal closure and relationship management
- ERP, SCM, and / or CX solution or implementation experience is preferred.
- Knowledge of and experience selling to consumer products, life sciences, retail, wholesale & distribution and manufacturing desired.
- Experience working collaboratively through effective communication and management thinking coupled with significant political insightfulness
- Proven experience with identifying opportunities and managing them through sales process from inception to close
- Ability to project a professional presence while preparing and conducting presentations to customers during all phases of the relationship
- Possess understanding of key negotiation terms and conditions and general understanding of contractual structures for medium to highly complex consulting engagements
- Advanced capability in researching and understanding customer business challenges and tying them to associated value propositions
- Experience leading and influencing a team without direct reporting authority
- Ability to adapt and function effectively in fast-paced, changing environment
Personal Characteristics Required:
- Judgment: ability to demonstrate consistent logic, rationality and objectivity in decision making. Achieves good balance between quick decisiveness and slower, more systematic approaches. Performs critical problem solving easily.
- Communication: ability to demonstrate fluency, proper grammar, and organization of thought. Demonstrates willingness to participate in and lead meetings and communicate effectively with staff at all levels.
- Business acumen: ability to apply sound commercial judgement when demonstrating to our customers how our services will generate significant value and return on investment.
- Independence: functions successfully without much supervision and stays focused.
- Performance: strives and consistently achieves quality results; demonstrates low tolerance for mediocrity; exhibits conscientiousness, dedication, self-discipline and responsibility.
- Empathy: Be able to adapt to a customer’s behavior and changing moods/behavior
- Problem Solving: Must have a desire to help solve customer challenges by applying critical thinking skills
WHAT YOU GET FROM US
A career at Techwave can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, competitive compensation and benefits, and provides a fun, flexible and inclusive work environment – apply now.
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