Account Executive, Digital
About The Position
The Account Executive, Digital acquires new clients by identifying business and technology needs that can add value to their businesses. The role focuses on new business development, management of assigned strategic and core accounts, and connecting technology solutions to customer needs. The successful candidate has a proven record of B2B IT services sales to midsize and larger organizations, identified as those with 500–5,000 users, and builds strong customer partnerships. The position develops and executes strategic sales plans, generates new business and incremental revenue, and expands BDO Digital’s presence within accounts. It works with clients and internal and partner teams to develop solutions, manage expectations, and support sales across BDO Digital’s solution areas. The role also engages business decision-makers, including C-suite leaders and buyers outside IT, to identify opportunities that improve client outcomes. The position requires either a high school diploma or equivalent with at least 15 years of B2B IT sales solutions experience, or a bachelor’s degree with at least 10 years of that experience. In either case, a proven record selling to C-suite decision-makers is required. A focus in Business Administration or Marketing and solution-selling experience across IT services, including Microsoft solutions, are preferred. The role may require travel for events, sales calls, or regional or national meetings.
Requirements
- High school diploma or equivalent and at least 15 years of B2B IT sales solutions experience, including a proven track 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.
- Strong hunter mentality and ability to prospect and sell into new accounts.
- Knowledge of sales and business-development planning, lead generation, pipeline management, account planning, and sales strategy and development.
- Proficiency with Microsoft Office Suite.
- CRM pipeline management experience.
- Ability to understand the compensation incentive plan and pursue revenue goals.
- Understanding of business-development metrics and commitment to achieving 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, or regional or national meetings as necessary.
Nice To Haves
- 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 opportunities.
- Identify sales and cross-selling opportunities within assigned accounts.
- Maintain market awareness and research prospects and potential new clients.
- Drive B2B new business development and incremental revenue.
- Manage a portfolio and collaborate with clients to understand requirements, manage expectations, and maintain communication.
- Advocate for clients and represent and advance their opportunities within BDO.
- Cultivate 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 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 that meet or exceed sales and revenue expectations.
- Resolve client problems and conflicts as they arise.
- Conduct strategic business conversations from the C-suite downward to uncover opportunities to improve client outcomes.
- Engage in solution-selling conversations with business buyers, such as CFOs, CROs, CMOs, and CPOs, outside of IT.
- Perform other duties as required.
Benefits
- Employee stock ownership plan (ESOP) participation, providing beneficial ownership in the firm.
- Comprehensive compensation and Total Rewards benefits offerings; specific benefits are subject to eligibility requirements.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
High school or GED
