Account Executive, Digital

BDO USA•Los Angeles, CA

About The Position

The Account Executive, Digital acquires new clients by identifying business and technology needs where BDO Digital solutions can add value. The role focuses on new business development, managing assigned strategic and core accounts, and understanding how technology solutions address customer needs. The successful candidate has a proven record of B2B IT services sales to midsize and larger organizations of 500–5,000 users and builds strong partnerships with customers. The Account Executive develops new business and incremental revenue, manages client relationships and expectations, and coordinates internal and partner resources to advance opportunities. The position involves strategic sales planning, solution selling to executive and business decision-makers, proposal development and contract negotiation, and collaborating with BDO USA Market Leaders and BDO Digital Strategic Partners. Other duties may be required.

Requirements

High school diploma or equivalent and at least 15 years of B2B IT sales solutions 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 managing CRM pipelines.
Strong prospecting ability and a hunter mentality for selling into new accounts.
Knowledge of sales and business-development planning, lead generation, pipeline management, account planning, and sales strategy and development.
Ability to understand the compensation incentive plan and work toward revenue goals.
Ability to understand business-development metrics and work toward 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 handle 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 opportunities.
Identify potential 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 of accounts, understand client requirements, and manage expectations and communications.
Advocate for clients and represent and advance client opportunities with 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 across 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 to meet and exceed sales and revenue expectations.
Resolve client problems and conflicts as they arise.
Conduct strategic business conversations with decision-makers from the C-suite down to identify opportunities to improve client outcomes.
Engage business buyers, including CFOs, CROs, CMOs, and CPOs, in solution-selling conversations outside of IT.
Perform other duties as required.