Professional Services Account Executive

Ippon Technologies • Charlotte, NC

5d • $110,000 - $150,000 • Hybrid

About The Position

Ippon’s Account Executives have the unique opportunity to work with a team of talented and driven consultants to help the clients achieve their business and digital transformation goals. The Account Executives represent Ippon and its capabilities as they engage and support clients, and deliver a great experience throughout the sales and account management engagements. At Ippon, we love supporting our clients as they tackle their challenges, and the Account Executives are at the forefront of each adventure.

Requirements

• 5+ years of enterprise full-cycle sales experience in the IT industry, ideally in tech consulting
• 2+ years of experience selling Cloud and/or Data-related professional services or consulting services
• 2+ years of proven success with greenfield sales efforts, co-selling alongside technical partners, & collaborating with business development representatives to achieve sales quotas
• 2+ years of sales experience with an AWS or AWS Premier Technology Partner
• 2+ years of experience leveraging Salesforce CRM to manage enterprise sales opportunities.
• 2+ years of experience supporting industry events and conferences to expand sales efforts.
• Experience collaborating with Marketing and Business Development teams in leveraging HubSpot for tailored outreach campaigns
• Excellent written and verbal communication skills, with the ability to present complex topics to technical and non-technical audiences in a compelling manner

Nice To Haves

• Active AWS Certification - Certified Cloud Practitioner, or a willingness to obtain this certification within your first 90 days.
• Ability to prioritize and deliver results in a fast-paced environment, with a history of surpassing sales quotas
• Bachelor's degree in Computer Science, Data Science, Business Intelligence, or a related field preferred

Responsibilities

• Develop and maintain a deep understanding of Ippon's service offerings, value propositions, and delivery capabilities, and effectively articulate them to educate prospective and existing clients on Ippon’s expertise
• Maintain a robust pipeline of greenfield & pre-qualified leads, partner sales opportunities, and current engagement expansions to achieve sales targets
• Leverage our strategic technology partnerships (AWS & Snowflake) to develop new co-selling opportunities and/or expand existing accounts
• Identify, analyze, develop, and actively manage comprehensive account sales strategies based on domain, specificity, market trends/size/data, partnerships, etc
• Thoroughly assess and qualify client needs in the Discovery process to ensure clients’ technical and business needs are fully vetted and understood
• Effectively negotiate pricing, activities/deliverables, assumptions, acceptance criteria, delivery personnel, and structure (i.e., work locations, remote capacity), and payment terms with clients
• Manage and facilitate the creation and execution of Proposals, MSAs, SOWs, SOW Extensions, and NDA’s with Practice Leads and Executive Leadership, internally and externally
• Prepare and share communication around opportunity and account statuses, including competitors’ offers and strategies
• Maintain flexibility, focus, organization, and prioritization to effectively manage multiple sales opportunities, clients, projects, and deadlines
• Monitor industry market trends and conditions to stay up to date on changes that may be impacting the target clientele
• Responsible for monitoring, escalating, negotiating, and closing potential sales-related expansion opportunities, including all related documentation and proposal management
• Manage and maintain all engagement-related documentation, such as account notes and sales plans via Salesforce as defined by Standard Operating Procedures (SOPs)
• Partner with Marketing, Business Development, and Practice Managers (Product, Data, Cloud / DevOps, Software Engineering) to identify new and existing client demands and opportunities
• Partner with the Marketing and Business Development in creating and articulating compelling value propositions, offerings, case studies, etc
• Build and maintain strong, long-lasting client relationships based on consistent and effective communication, frequent engagement, and top-notch delivery
• Develop trusted advisor relationships with customer stakeholders and executive sponsors
• Expand Ippon’s presence and recognition by participating in external meetups, conferences, or community events
• Consistently identify opportunities for continuous improvement in processes of both new business development and existing account management
• Work with the Client Success team to address and remediate any project delivery/success feedback, ensuring customer satisfaction and consistent engagement

Benefits

• Great salary and benefits - Health (HDHP & PPO Plans), dental, and vision insurance, HSA, EAP, as well as a 401k with company match
• Work/life balance - Ippon offers generous PTO, parental leave and medical leaves, and flexible schedules
• A fun, creative, and healthy work environment, focused on teamwork, knowledge-sharing, and exceptional delivery
• Opportunities to expand your portfolio and work with different companies and industries
• Career growth, upskilling, cross training and leadership opportunities

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 51-100 employees