Account Exec 4, Direct Sales
- Supports large, complex accounts
- Gains access and manage relationships with senior level leaders and executives
- Identifies business trends and leverages strengths of the sales team to create a differentiated offering and position ourselves to capture business
- Use complementary solutions from other areas of the business as a competitive strategy
- Interfaces directly with customers to ensure satisfaction with our solutions
- Identifies opportunities for junior account managers to fill a geographic or vertical coverage gap
- Identify appropriate products and services to meet the full range of customer needs
- Identifies cost effective and practical alternatives for the assigned business area by bundling products/service “solutions” to maximize our opportunity while meeting customer’s needs
- Seen as an expert in a given segment and/or channel
- Point of contact for escalated issues
- Models and may coach effective team behavior
- Skillfully negotiate with others to achieve desired results/meet customer needs
- May be assigned to a specific national account that traditionally is high in complexity and strategic importance to the firm.
- Ability to work in a high-pressure environment.
- Ability to work effectively with senior management.
- Advanced knowledge of and skilled in contract interpretation, negotiations and project management
- Advanced knowledge of strategic planning
- Advanced knowledge of company products and services
- Advanced oral, written, and presentation communication skills to interact with upper leadership, staff, vendors and clients
- Hunter and farmer mentality
- High drive for independence and success
- 10+ years of related experience in a relationship selling role with a bachelor’s degree
- 5+ years of successful selling to Strategic/Major Accounts
- Experience with MEDDIC methodology
- Experience with Federal System Integrators preferred (not selling through, qualifying experience is key)
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. All RSA employees are expected to support this policy and contribute to an environment of equal opportunity.