Consulting Account Executive

Summary

Join Hakkoda, an IBM Company, as a Consulting Account Executive (CAE) and play a critical role in driving sales of consulting services to clients in North America. Develop and execute sales strategies, build relationships with key technology partners, and identify new sales opportunities. You will leverage your understanding of the Communications, Media, and Entertainment (CME) industry and Hakkoda's service offerings to effectively communicate our value proposition. This role requires managing a sales pipeline, preparing account strategies, and aligning Hakkoda resources to pursue opportunities. You will also expand Hakkoda's presence in the region and collaborate with partners on accounts and strategies. The ideal candidate possesses a minimum of 7 years of relevant sales experience and a proven track record of success in selling data, cloud, analytics, or business intelligence services to Manufacturing clients.

Requirements

• Minimum of 7 years of direct technology product or consulting services sales experience with a proven track record of selling data, cloud, analytics, or business intelligence services to clients in Manufacturing
• Existing understanding of the cloud, data, analytics, and BI technology space
• Passionate about technology and relentless about providing world class service to customers and partners
• Highly self-motivated to drive opportunities from lead to closure
• Proven critical thinking skills to take ambiguous client challenges and convert them into real sales opportunities
• Excellent written, oral, and social communication skills and very comfortable presenting to small and large audiences of varying levels of responsibility
• Ability to work independently, with strong organization, time management, and prioritization skills
• Ability to understand and build long-term business relationships with client buying teams composed of varying levels of complexity
• Able to learn, research, and grasp complex technical concepts
• Experience with Sales/CRM systems and track record in maintaining sales related information consistently in the CRM system

Responsibilities

• Commanding and cultivating knowledge of Communications, Media and Entertainment (CME) industry trends, regulatory changes, and emerging technologies in finance data analytics
• Developing and continually enhancing a deep understanding of Hakkōda’s service and solution offerings and the underlying technology solutions and platforms in the data and analytics space in order to effectively communicate our value proposition with a technical or business audience
• Continuously seeking ways to enhance your knowledge of our industry, market, and competitors to secure meetings, increase your value to our technology partners, and generate revenue
• Establishing and maintaining a strong working knowledge of key partner software product features, differentiating capabilities, and Hakkōda points-of-view on their market positioning
• Identifying target Manufacturing accounts and potential fit with relevant offerings
• Gathering information related to the target client’s buying patterns based on industry knowledge, relationships, and/or prior experience
• Identifying target contacts and relationships and qualifying opportunities through calls, meetings, and workshops engaging the appropriate Hakkōda Data Architect during the sales cycle
• Managing a disciplined sales pipeline from lead to close
• Leading account preparation, background, approach, strategy for qualified opportunities
• Identifying and aligning appropriate Hakkōda resources to pursue, win, and manage opportunities
• Leveraging relationships at clients and partners for insights and influence, messaging, and overall opportunity support
• Participating in meetings and market-facing activities as the “face” of Hakkōda
• Expanding Hakkōda’s presence in the region from both a customer and partner perspective
• Collaborating regularly and proactively with key partners on accounts, strategy, and events
• Utilizing Hakkōda content, event presence, workshops, and partners to help build and enhance a pipeline of opportunities
• Build and nurture relationships with prospects, customers, and partners on a daily basis via multiple touchpoints with a relentless focus to source new opportunities and grow the existing services portfolio for Hakkōda
• Effectively using Hubspot (maintaining an accurate pipeline and tracking activity), LinkedIn, Google, and other prospecting tools to research target accounts, identify key contacts and craft targeted messaging
• Becoming knowledgeable and credible around data and analytics at the field/discussion level
• Traveling as needed to attend client meetings, industry events, and technology partner activities

Benefits

• Medical, Dental, Vision
• Life Insurance
• Paid parental leave
• Flexible PTO Options
• Company Bonus Program
• Work from home benefits
• Technical training and certifications
• Robust learning and development opportunities
• Trip to Costa Rica