Strategic Account Executive - Virtual

Alight Solutions

2d•Remote

About The Position

Our story At Alight, we believe a company’s success starts with its people. At our core, we Champion People, help our colleagues Grow with Purpose and true to our name we encourage colleagues to “Be Alight.” We are passionate about connecting purpose with impact. Alight empowers clients to build a healthier and more financially secure workforce by unifying the benefits ecosystem across health, wealth, wellbeing, navigation, and absence management. Our Benefits With a comprehensive total rewards package, Alight offers programs and plans that support your mind, body, wallet, and life. Benefits include health, dental and vision coverages starting Day One. Additionally, Alight colleagues enjoy wellbeing programs, retirement plans with contribution matching, generous time off, parental leave, continuing education, and career growth opportunities – all within a thriving global organization. Flexible Working So that you can be your best at work and home, we consider flexible working arrangements wherever possible. Alight has been a leader in the flexible workspace and “Top 100 Company for Remote Jobs” 6 years in a row. Great Place to Work Thanks to the work of every colleague, Alight has received multiple awards of recognition including “Great Place to Work” for the past 7 years and Fortune’s “Best Companies to Work For.” To learn more about our company culture and awards Click Here. If you, Champion People, seek to Grow with Purpose, and embody the meaning of Be Alight – We invite you to join our team! Learn more at careers.alight.com. The Role The Strategic Account Executive must be strategic, proactive, agile, creative and confident in order to foster executive relationships at the C-Suite and Head of Shared Services level. They are responsible for revenue retention, growth, renewal motions, and client satisfaction for their assigned (1-6) accounts. The Strategic Account Executive cultivates relationships within their accounts to identify opportunities to enhance client product engagement and generates demand within accounts for bundled solutions that demonstrate our “One Alight” advantage for the entire portfolio (Health, Wealth, Leaves, and Consumer Experience). The individual will work with assigned Solution Architects who are product experts and pre-sales support. Strategic Account Executives will be responsible for retaining and growing revenue across their portfolio of clients by developing deep and broad relationships with clients to understand customer needs. The individual must: understand their clients and the business challenges they face, understand our services and product offerings, understand our competition, be able to effectively collaborate with Alight support and delivery colleagues, and be the trusted advisor to their assigned clients.

Requirements

10+ years professional Sales/Account Management experience or 10+ years in either Benefits or Leaves experience.
Excels in the areas of strategic sales methodology, forecasting accuracy, process and client management leadership
Exceptional presentation skills at the C-Suite level
Proven Strategic Thought Leader
Consultative strategic seller that can demonstrate value
Highly analytical approach to defining client outcomes and articulating value
Ability to use facts and data to tell a story that leads to revenue growth and retention
Ability to inspire the team and excite the organization to rally behind the strategy
Maintains strong content knowledge across entire Alight portfolio
Proven ability of working under pressure with resilience and tenacity
Proven ability to be a proactive leader
Proven ability to create energy and focus in highly matrixed team

Responsibilities

Domain expertise The Strategic Account Executive ideally has a background in either Benefits or Leaves and will become a generalist in the entire Alight portfolio. Collaborates with Solutions Architects and other Subject Matter Experts to share market insights. This network is utilized to ensure we are bringing the latest insights to their clients.
Client Retention and Growth Retains clients, maintains sustainable relationships, and understands all of our competitors Ability to generate client demand for Alight product solutions and expansion of Alight services by demonstrating thorough understanding of client needs Builds the overall commercial strategy and develops overall Alight narrative to communicate and educate clients about Alight’s offerings and advantages over competitors Drives renewals and executes end to end expansion within customer base Pursues and develops new opportunities, and expansion opportunities at named accounts Creates overall client plan that includes account mapping and renewals, retention, and overall strategic plan Leverages strategic customer relationships to deliver growth across multiple relationships (e.g. HR, IT, Finance, Procurement etc.) Proactively communicates successes, opportunities, and account direction to internal leadership Lead high-level discussions at the corporate level of their Accounts Develops expansion scope of solution set and brings in other resources such as Solutions Architects to help expand client understanding, conduct demos, and assist with scope management Collaborates with internal resources (Finance, etc.) to plan at account level pricing strategy, analytics, business review prep & presentation Demonstrates strong upselling aptitude to secure product adoption, renegotiate Key Performance Indicators, and secure incremental budgets that align with client objectives and drive client growth Ensures client satisfaction and continuously monitors ongoing client satisfaction Provide timely and accurate revenue forecasts and reports to inform management’s strategic decision-making
Client Relationship Management Serve as a strategic partner/trusted advisor, understanding client needs to identify how client business goals can best be met and exceeded, and showcasing creative-thinking to establish long-term client trust Develop full understanding of Alight's product suite, features, value proposition, and differentiating traits vs competitive landscape; display comfort in speaking to Alight's offerings and confidence in accurately identifying product and feature sets that will meet and surpass client needs and performance goals Prioritize client engagement with an emphasis on maximizing revenue growth and efficiency, uncovering high potential opportunity, and implementing client retention strategies to minimize churn, while achieving client business goals and objectives Deploy sound bid management and optimization strategies across client portfolio at scale; proactively identify ways to communicate new features and growth opportunities, while setting proper expectations and meeting deadlines Develop collaborative relationships with internal commercial and operational teams, e.g. Sales/Delivery; display comfort in leading problem-solving discussions that add value to client relationships, solve challenges, and achieve company goals Ensures client satisfaction and continuously monitors ongoing client satisfaction