Strategic Account Executive

About the position

The Strategic Account Executive (AE) at AMCS is responsible for developing and maintaining strategic account plans to meet customer objectives and sales goals. This role involves leading strategic planning efforts, managing relationships with key accounts, and ensuring effective communication between the customer and AMCS personnel. The Strategic AE will also drive customer satisfaction, generate new sales opportunities, and collaborate with internal teams to implement pricing strategies and account plans.

Responsibilities

• Develop and maintain a multi-year strategic account plan to meet or exceed customer objectives and sales goals.
• Revise the account strategy and plan to ensure it fits the continuously changing key account needs and priorities.
• Influence and lead strategic planning efforts within sales, product, consulting, and support pillars to ensure Strategic Account requirements are represented.
• Manage the interface between the Strategic Account and AMCS personnel to ensure effective alignment and communication.
• Gain agreement with the customer around key work streams aligned with their business transformations and imperatives.
• Own escalation issues for the Strategic Account and drive those escalations to closure while ensuring customer satisfaction.
• Create a quarterly business review cadence with Sponsors to track progress on aligned focus areas and interactions.
• Build relationships with the customer's executive team, earning a reputation as a trusted business advisor.
• Drive strategic and tactical planning for the account.
• Generate and achieve accurate monthly forecasts.
• Prospect with a 'hunter' mentality via various channels.
• Independently identify and generate new sales opportunities.
• Contact and conduct initial discovery with customers via phone and email.
• Facilitate face-to-face meetings, present proposals and solutions, and close business.
• Collaborate internally on pricing strategy and account implementation plans.
• Manage individual sales funnel information regarding prospective customers.
• Conduct weekly progress meetings with the key account sales team and Management.
• Review weekly/monthly sales activities and prospective customers with Management.
• Engage in self-development and training opportunities.

Requirements

• 15+ years of experience in a quota-carrying consultative software sales role with average deal sizes over 1.5m ACV.
• 15+ years of experience with multi-year, multi-faceted transformational business engagements in Fortune 500 companies.
• Demonstrable skills in crafting corporate strategic account sales plans with concurrent, multi-year sales motions.
• Demonstrable skills in professional communications, presentations, and solutions blueprinting.
• Demonstrable skills in C-Suite value positioning and ROI through Command of the Message and usage of MEDDICC.
• Demonstrate a high level of business acumen and thorough understanding of a customer's business, organization, strategy, and financial position.