Account Executive, Digital (B2B IT Sales)

Job Summary:

The Account Executive, Digital will be responsible for acquiring new clients by identifying business and technology needs that add value to their business. The role has a primary focus on new business development, account management of assigned strategic and core accounts, and understanding how technology solutions can address the customer’s business needs. 

The successful individual will have a proven track record in B2B sales of IT services to midsize and larger organizations (500 – 5000 users).  The Account Executive, Digital will be responsible for building strong, successful partnerships with our customers.

Job Duties:

• Generates new leads and opportunities
• Identifies possible sales and cross-selling opportunities within assigned accounts
• Maintains market awareness and conducts ongoing research to locate potential prospects and new clients
• Drives B2B new business development and incremental revenue
• Manages portfolio and collaborates with clients to understand requirements, manage expectations, etc., manages expectations and communication
• Functions as the client’s advocate representing and driving client opportunities with BDO
• Cultivates relationships within accounts to expand BDO’s footprint and overall revenue
• Writes proposals, negotiates terms of contracts, and builds strong relationships with clients
• Leads and orchestrates virtual teams to support sales of BDO Digital’s various solution areas to clients
• Collaborates with BDO USA Market Leaders driving awareness of BDO Digital and cross-selling to customers
• Align with BDO Digital Strategic Partners field sellers
• Develops and executes strategic plans that meet and exceed sales and revenue expectations
• Solves problems and conflicts as they arise for clients 
• Executes strategic business conversations from C level down to uncover opportunities to improve client outcomes
• Engages in solution selling conversations with business buyers like CFO, CRO, CMO, CPO, outside of IT
• Other duties as required

Supervisory Responsibilities:

• N/A

 

Qualifications, Knowledge, Skills and Abilities:

Education:

• High School Diploma or equivalent AND fifteen (15) or more years of B2B IT sales solutions experience, with proven track record of selling to C Suite decision makers, required; OR
• Bachelor’s degree AND ten (10) or more years of B2B IT sales solutions experience, with proven track record of selling to C Suite decision makers, required
• Focus in Business Administration or Marketing, preferred

Experience:

• Experience successfully interacting and building relationships with clients, required
• Solution selling experience across all IT services including Microsoft solutions around application development, cloud solutions, infrastructure and managed services, preferred

License/Certifications:

• N/A

Software:

• Proficient in the use of Microsoft Office Suite, required
• CRM Pipeline management experience, required

Other Knowledge, Skills & Abilities:

• A strong hunter mentality with the ability to prospect and sell into new accounts
• Knowledge in the development, management and execution of sales and business development planning, lead generation, pipeline management, account planning, sales strategy and development
• Understands the compensation incentive plan and strives to achieve revenue goals 
• Understands the BD metrics and strives to achieve them
• Ability to thoughtfully and positively manage change
• Strong business acumen with an ability to understand and communicate BDO's business, marketplace and value proposition 
• Excellent project management skills
• Capable of working in a deadline-driven environment and handle multiple projects simultaneously 
• Excellent verbal and written communication as well as presentation skills. 
• Ability to travel to participate in events