Shift Paradigm is hiring a
Enterprise Account Executive

Summary

Join our team as a Growth Advisor, driving sustainable revenue growth through strategic partnerships, outbound efforts, and adept negotiation.

Requirements

• 5+ years of proven solution-based selling experience in a services/consulting environment
• Demonstrated success in meeting sales targets and quotas
• Existing portfolio of clients and contacts within the relevant technology ecosystems
• Willingness to provide 3 professional references
• Ability to deliver a compelling mock sales presentation as part of the interview process

Responsibilities

• Proactively identify and target qualified accounts aligning with the Ideal Customer Profile (ICP) and within defined bands
• Utilize BANT (Budget, Authority, Need, Timeline) and similar models to qualify leads and prospects effectively
• Conduct thorough research to understand prospect needs, pain points, and decision-making processes
• Execute targeted outbound sales campaigns through emails, calls, social media, and other relevant channels
• Craft compelling messaging and value propositions tailored to prospect needs
• Schedule and conduct discovery calls and meetings to establish rapport and uncover opportunities
• Traveling to meet and see prospects will be required to engage onsite for pitches, co-facilitated workshops, and attendance of industry events. Travel is as much as once a month on avg
• Create and deliver impactful discovery sessions, sales presentations, and proposals demonstrating value
• Collaborate with internal teams to develop customized solutions addressing prospect challenges
• Skillfully negotiate terms and contracts, ensuring alignment with company policies
• Utilize CRM to track opportunities, activities, and outcomes diligently
• Serve as the primary contact for sales inquiries and activities
• Coordinate and manage large-scale proposals and RFP/RFIs
• Oversee sales contracts, ensuring compliance with company policies (MSA, NDA, DPA, SOW)
• Maintain accurate and up-to-date sales records in CRM
• Leverage customer data and insights to anticipate future needs and offer proactive solutions
• Partner with client success and delivery teams to pinpoint upsell/cross-sell potential within Year 1 and 'Sleeping Giant' (large multi-billion dollar accounts)
• Develop and execute strategic account growth plans to foster long-term relationships
• Continuously nurture client relationships, providing exceptional support and service
• Actively seek referrals and references to expand network and reach
• Identify and analyze inactive accounts aligning with strategic business goals
• Assess win-back potential and develop tailored re-engagement strategies
• Rebuild relationships with key contacts in churned accounts
• Cultivate and manage strategic partnerships for lead generation and market expansion
• Engage in co-selling activities with partner-based sellers to maximize reach and impact