Account Executive, Digital

BDO USA•Charlotte, NC

19h

About The Position

The Account Executive, Digital acquires new clients by identifying business and technology needs that can add value to their organizations. The role focuses on new business development, managing assigned strategic and core accounts, and connecting technology solutions to customer needs. The successful candidate has a proven track record in B2B IT services sales to midsize and larger organizations with 500–5,000 users, and builds successful customer partnerships. The Account Executive develops and executes sales strategies, generates new opportunities, manages client relationships and account growth, and coordinates internal and partner teams to support sales across BDO Digital’s solution areas. The role also collaborates with BDO USA Market Leaders and engages business decision-makers, including C-suite leaders and buyers outside IT. Other duties may be assigned as required. The position has no supervisory responsibilities.

Requirements

High school diploma or equivalent and at least 15 years of B2B IT solutions sales experience, including a proven record of selling to C-suite decision-makers; or a bachelor’s degree and at least 10 years of such experience.
Experience successfully interacting with clients and building client relationships.
Proficiency with Microsoft Office Suite.
Experience with CRM pipeline management.
Strong prospecting ability and a hunter mentality for selling into new accounts.
Knowledge of developing, managing, and executing sales and business development plans, lead generation, pipeline management, account planning, and sales strategy.
Understanding of the compensation incentive plan and motivation to achieve revenue goals.
Understanding of business development metrics and motivation to achieve them.
Ability to manage change thoughtfully and positively.
Strong business acumen and ability to understand and communicate BDO’s business, marketplace, and value proposition.
Excellent project management skills.
Ability to work in a deadline-driven environment and manage multiple projects simultaneously.
Excellent verbal and written communication and presentation skills.
Ability to travel for events, sales calls, and regional or national meetings as necessary.

Nice To Haves

A focus in Business Administration or Marketing.
Solution-selling experience across IT services, including Microsoft solutions for application development, cloud solutions, infrastructure, and managed services.

Responsibilities

Generate new leads and sales opportunities.
Identify sales and cross-selling opportunities within assigned accounts.
Maintain market awareness and research prospective clients and new business opportunities.
Drive B2B new business development and incremental revenue.
Manage a portfolio of accounts and work with clients to understand requirements and manage expectations and communications.
Advocate for clients and represent and advance client opportunities within BDO.
Develop account relationships to expand BDO’s footprint and revenue.
Write proposals, negotiate contract terms, and build strong client relationships.
Lead and coordinate virtual teams supporting sales of BDO Digital’s solution areas.
Collaborate with BDO USA Market Leaders to increase awareness of BDO Digital and cross-sell to customers.
Align with BDO Digital Strategic Partners field sellers.
Develop and execute strategic plans to meet and exceed sales and revenue expectations.
Resolve client problems and conflicts as they arise.
Conduct strategic business conversations, from C-level decision-makers down, to identify opportunities to improve client outcomes.
Engage business buyers outside IT, such as CFOs, CROs, CMOs, and CPOs, in solution-selling conversations.
Perform other duties as required.