Strategic Account Executive - Virtual

Alight Solutions•Toronto, ON

4d•Remote

About The Position

The Strategic Account Executive (SAE) role is a virtual (work from home) position requiring ambitious and motivated individuals. Alight, a company focused on empowering clients to build a healthier and more financially secure workforce by unifying the benefits ecosystem, is seeking SAEs to foster executive relationships at the C-Suite and Head of Shared Services level. The SAE is responsible for revenue retention, growth, renewal motions, and client satisfaction for assigned accounts (1-6). This role involves cultivating relationships to identify opportunities for enhanced client product engagement and generating demand for bundled solutions that showcase Alight's integrated approach across Health, Wealth, Leaves, and Consumer Experience. The SAE will collaborate with Solution Architects, who are product experts and provide pre-sales support, to understand customer needs, retain and grow revenue, and act as a trusted advisor.

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.
Must have work authorization that does not, now or in the future, require sponsorship of a visa for employment authorization in the Employing Country and with Alight.

Nice To Haves

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.

Responsibilities

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.
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.