Senior Account Executive

🕒 June 24

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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 business growth within large enterprises by managing both new and existing strategic accounts. • Design change management success plans to help clients build organizational capabilities. • Engage with C-level executives and senior leaders of Fortune 500 companies. • Manage complex organizational change initiatives and lead a consultative sales process to secure multi-service contracts. • Proactively build relationships, sell business consulting solutions, and manage complex sales cycles involving multiple stakeholders.

🎯 Requirements

• Drive revenue growth by identifying and engaging new clients interested in developing organizational change capabilities or applying change management to key business initiatives. • Develop account growth strategies that position the Prosci brand as a market leader within target accounts. • Establish relationships with C-level executives and senior decision-makers across various industries. • Collaborate with the account team and internal partners to maintain regular client engagement, including annual reviews of strategic accounts, providing ongoing direction and feedback on change management strategies, and recommending Prosci solutions that enhance client change capability. • Represent the organization in various marketing and growth activities, including in-person sales meetings, virtual client meetings, trade shows, and events. • Be accountable for driving key business development metrics, such as closing enterprise deals, increasing sales of new services, and meeting client success indicators, including service plans and client maturity assessments. • Manage all aspects of the client acquisition process—from identifying new opportunities, assessing and defining client needs, creating compelling proposals, collaborating with the Prosci team to define timelines and solutions, to negotiating and closing contracts. • Success Profile: • Extensive experience in solution selling and negotiation skills. Proven record in selling large-scale professional service contracts (USD $800K to $1M+). • Demonstrated success in meeting or exceeding sales or business development targets. • High interpersonal and emotional intelligence, with the ability to handle complex client situations with diplomacy and tact. • Ability to interact and communicate effectively with individuals at all levels, from senior executives to operational staff, both internally and externally. • Strong collaboration skills and comfort working cross-functionally across departments. • Problem-solving mindset, able to understand complex client challenges and propose.