Account Executive

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Prosci

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 1994

🏢 Enterprise

📚 Education

💼 Consulting

💰 Private Equity Round on 2016-12

Enterprise • Education • Consulting

Prosci is a global leader in change management solutions, helping organizations and individuals achieve successful transformations. With over 25 years of research and a proven methodology, they empower leaders and teams to overcome change challenges and drive results. Prosci offers personalized solutions, including training, certification, advisory services, and a comprehensive suite of tools and resources to manage change effectively. Their services cater to a wide range of industries, aiming to integrate change management strategies effectively across different sectors. With a commitment to ongoing research and insights, Prosci continues to be a trusted partner for change readiness and implementation, serving clients in over 80 countries.

📋 Description

• Drive new business and expand existing accounts, targeting enterprise clients focused on organizational change and critical business initiatives. • Lead complex, end-to-end sales cycles, managing multiple stakeholders and opportunities simultaneously. • Manage a healthy pipeline, stage and nurture deals, and consistently meet or exceed revenue targets. • Leverage CRM tools (Salesforce, LinkedIn Navigator, ZoomInfo) to maximize pipeline efficiency. • Follow established sales methodology and respond promptly to leads and client inquiries. • Develop account growth strategies to position Prosci as a market leader. • Plan and prioritize work to maximize opportunities across territories and key accounts. • Recommend tailored solutions that advance client change capability. • Collaborate with internal team members to execute strategic account plans and ensure client success. • Build strong relationships with C-suite and senior decision-makers across industries. • Lead consultative, holistic solution selling across Advisory/Consulting, Licensing, and Training offerings. • Represent Prosci in meetings, web sessions, tradeshows, and other growth initiatives. • Own proposals, assessments, and contract negotiations from opportunity to close. • Provide client feedback to internal teams to enhance products and services.

🎯 Requirements

• 5-7 years of complex B2B consultative sales experience in professional services, preferably consulting/advisory or training services. • Proven ability to prospect, engage, and close at the senior executive level. • Track record of exceeding sales targets in complex, multi-stakeholder environments. • Strong negotiation, relationship-building, and strategic selling skills. • Experience navigating CRM and sales tech stacks (Salesforce, LinkedIn Navigator, ZoomInfo). • Background in change management or digital transformation is a plus. • Knowledge of or exposure to MEDDPICC sales methodology is a strong plus.