Enterprise Strategic Account Executive

Thinc Forward•West Chester, PA

About The Position

Thinc Forward is a technology services organization that helps businesses address complex IT challenges, improve operational efficiency, and execute technology initiatives. With more than 20 years of experience in dental technology, the company serves Dental Support Organizations (DSOs), multi-location dental groups, and single-location dental practices nationwide. Its services include technology implementation and project management, cybersecurity, IT infrastructure, dental software training, data migration, and comprehensive support. It also serves organizations in other industries. The Enterprise Strategic Account Executive is responsible for developing high-value customer relationships and driving growth through national enterprise sales. The role owns the customer relationship from business development and solution development through contract execution, account growth, and ongoing strategic engagement. The executive works with senior executives, IT leaders, operational decisionmakers, and internal technical experts to understand customer needs and present appropriate services. Dental industry experience, particularly with DSOs and multi-location dental organizations, is required in the description; selling to these organizations is also identified among the requirements as preferred. The position includes strategic prospecting, consultative solution selling, complex sales management, account expansion and retention, channel and partner development, and sales forecasting. The role collaborates with the Vice President of Sales and delivery teams, uses HubSpot CRM, and requires national travel as business needs require.

Requirements

Experience developing new enterprise accounts and building long-term customer relationships.
Experience selling technology solutions to DSOs or multi-location dental organizations is listed as preferred; the position description also states that dental industry experience, particularly with DSOs and multi-location dental organizations, is required.
Experience managing complex, consultative sales processes with multiple decisionmakers.
Demonstrated ability to establish credibility and engage effectively with C-level executives.
Experience managing and expanding strategic customer accounts.
Strong business development, negotiation, presentation, and closing capabilities.
Ability to understand business and technology challenges and communicate the value of proposed solutions.
Strong organizational skills and experience managing opportunities through a CRM platform.
Willingness and ability to travel nationally as business needs require.

Nice To Haves

Familiarity with dental practice management, imaging platforms, and enterprise technology implementations.
Established executive relationships within the dental or healthcare industries.
Experience selling IT services and project-based professional services.
Experience managing a national or multi-region territory.

Responsibilities

Identify, prospect, and develop new enterprise customers across the United States, primarily DSOs and multi-location dental organizations, and pursue opportunities in healthcare and other industries.
Develop relationships with CEOs, CIOs, COOs, CFOs, and other executive decisionmakers.
Build a qualified pipeline through outreach, networking, referrals, industry events, and strategic partnerships.
Lead consultative discovery to understand customer technology environments, operational objectives, and business priorities.
Translate customer challenges into solutions using Thinc Forward's technical and professional services.
Coordinate with internal technical experts to develop solutions, proposals, and implementation strategies.
Present business cases and recommendations to executive and technical stakeholders.
Manage complex sales processes involving multiple decisionmakers, procurement requirements, and extended sales cycles.
Negotiate and close strategic customer agreements.
Own commercial relationships with assigned customers throughout the customer lifecycle.
Build and maintain relationships with executive sponsors and key operational stakeholders.
Develop strategic account plans that identify service opportunities and long-term customer objectives.
Conduct regular business reviews covering customer satisfaction, technology initiatives, and evolving business needs.
Identify cross-selling and expansion opportunities across the service portfolio.
Collaborate with delivery teams to support successful customer experiences and long-term account retention.
Develop relationships with technology providers, referral partners, and industry organizations.
Work with strategic channel relationships, including Telarus Technology Advisors, to identify and pursue new business.
Participate in industry conferences, customer events, and executive networking opportunities.
Maintain accurate account information, opportunity details, and revenue forecasts in HubSpot CRM.
Collaborate with the Vice President of Sales on account strategy, forecasting, and business development priorities.
Provide visibility into prospective opportunities, customer expansion initiatives, and competitive activity.
Perform other duties as required.