Senior Account Executive, Enterprise Accounts

The operating credo of a Senior Account Executive, Enterprise Accounts(SrAE) is “know thy client”.  The goal of this position is to ensure that clients are successful and continue to find value in our software and services.    The SrAE’s ability to gain the trust of the client in order to collaboratively uncover ways for our software and services to enable the client to reach new levels of performance is the key to this position’s success.  

SrAE is also expected to stay abreast of email and one-to-one marketing best practices and apply this knowledge to assist their assigned clients in meeting their marketing and communication goals.  Additionally they are required to be experts of the ExactTarget software and service offerings. 
 
This position requires a talented person with marketing and software experience who can properly manage client expectations and establish relationships at both operational and strategic levels.  The Senior Account Executive, Enterprise Accounts must plan, schedule, and monitor multiple activities in a fast-paced and fluid environment.

Position Duties:

• Retain, grow and develop assigned accounts through daily interaction with clients; ensure renewal of all accounts


• Understand the organizational structure, business model, and online marketing strategy of assigned clients

• Understand and document use of the ExactTarget application and services to support client’s marketing & communication goals including communication audiences and metrics


• Leverage ExactTarget product and services to move the client up along the sophistication scale and improve the relevancy of their email, SMS, and voice communications


• Maintain renewal calendar that includes information on subscription dates, subscription amount, active features & usage.


• Track and report on renewal pipeline at least 90 days in advance


• Develop call and in-person meeting cycle for existing accounts to discuss usage, options, and renewals


• Identify client’s marketing and communication gaps/opportunities that can be solved via incremental investments in ExactTarget products and services


• Propose, scope, price and sell incremental product and service solutions to assigned clients


• Negotiate and create product and service orders, contract addendums and renewals, obtaining necessary customer signatures, and communicating with accounting department


• Capture and quantify business impact of ExactTarget solution for client and identify clients to act as references

Requirements:

• 4 year college degree plus a minimum of five years business experience


• Interactive one-to-one marketing, sales or customer support background, particularly in the SaaS space


• Exceptional organizational, presentation, and communication skills – both verbal and written


• Extensive knowledge of ExactTarget products, services, and prices


• Demonstrated ability to deal with change and be a team player


• Ability and proven experience with strategic thinking and complex decision making


• Thorough knowledge of MS Office software including Project, Access, Visio, Excel, Word, & Power Point