Account Executive

2 weeks ago

Denver, United States Netsurit Full time

About us:

Join our team at Netsurit Inc and play a key role in driving client success through our managed IT services. We are dedicated to helping businesses in Albuquerque and surrounding areas meet their strategic goals with our comprehensive service offerings.

About the job

As an Account Executive at Netsurit Inc, you will play a pivotal role in ensuring our clients in Albuquerque and beyond achieve their business objectives through our managed services. You will be the main point of contact for our clients, responsible for fostering long-term relationships, ensuring client satisfaction, and identifying opportunities for growth within our existing client base.

Brief Synopsis

  • Client Portfolio Management: The Account Executive (AE) is responsible for full ownership of client accounts.
  • Key Performance Areas: The AE's role encompasses Strategy Driver, Sales Farmer, Commercial Owner, Relationship Owner, Technology Champion, and Operational Oversight.
  • Sales & Tech Expertise: The AE must have sales experience and the ability to meet targets through tech recommendations, with a strong understanding of IT fields like Hardware, Software, Networking, and Microsoft Cloud solutions.
  • Client Retention & Growth: The role involves maintaining and increasing the profitability of existing clients.

Strategy Driver:

  • Single Point of Strategic Interaction
  • Strategic Road Mapping (Operational, Cost, Client Business Differentiation, etc.)
  • Knowledge of Client Business Strategy
  • Translating Client's Business Initiatives & Goals
  • Business Analysis
  • Create Opportunities for Strategic Information Gathering Interactions

Sales Farmer:

  • Opportunity Identifier
  • Specifying Proposals/Quotes
  • Develop Business Case
  • Sales Forecasting
  • Negotiate Sales
  • Closing of Opportunities & Deals
  • Meeting Sales Targets
  • Participation in Client Budgeting Process
  • Understand the Product Catalogue & Pricing
  • Logistical Delivery & Escalations
  • Single Point of Sales Interaction
  • Understanding of Vendors/Suppliers

Commercial Owner:

  • Knowledge of Client Budget
  • Good understanding of Costing Model
  • Good understanding of the Commercial Process & Levers
  • Renew & Upsell of Contracts
  • Understand Efficiency & Profitability of Client
  • Understand the Client's Financial Position
  • Understand the Client Contract & Commercials
  • Ensure Commercial Governance
  • Escalation of Payment Issues & Discrepancies
  • Single Point of Commercial Interaction

Relationship Owner:

  • Trusted Advisor
  • Client Retention
  • Events & Birthdays (Organize & Coordinate)
  • Building Relationships with Client Stake Holders (Know Your Client)
  • Primary B2B Contact
  • Mitigate Gatekeeper Risks
  • Overall Client Owner
  • Client Relationship Representation Internally
  • Assessor of Personalities, Politics, Culture & Bureaucracy of Client
  • Facetime with various Client Audiences
  • Manage the difficult conversations
  • Harvester of Client Information (Business & Technical)
  • Perception & Expectations Management
  • Continuous Management of Perceptions of Value (Internally & Externally)
  • Manage Client Satisfaction/Experience

Technology Champion:

  • Research IT Methodologies & Technologies
  • Training (Product & Sales)
  • Intimate Knowledge of Client Business & Technology Landscape
  • Knowledge of Industry Vertical
  • Identify Business Challenges, Gaps & Opportunities
  • Road Mapping the Client (Technology)
  • Technology Facilitator (e.g.: Subject Matter Expert Workshops)
  • High-Level Solutions Architect (e.g.: 50 000-foot view)
  • Introducer of new Technologies
  • Understand the Value Proposition

Operational Oversight:

  • Drive Service Review & Improvement
  • High Level Escalations
  • Ensure Contractual Delivery
  • Ensure Ideal Capacity
  • Efficiency & Profitability
  • Hold Netsurit Accountable
  • Single Point of Accountability
  • Oversee Communication
  • Bringing Netsurit Departments Together
  • Approvals
  • Challenging Status Quo
  • Promote IT Governance
  • Sponsor on Client Projects
  • Crisis Management
  • Oversight of Risk Management

Responsibilities:

  • Act as the primary liaison between clients and our technical team to ensure seamless service delivery.
  • Conduct regular check-in meetings with clients to assess their satisfaction, gather feedback, and discuss upcoming needs or potential service enhancements.
  • Onboard new clients, ensuring a smooth transition to our services and educating them on how to maximize the benefits of our solutions.
  • Identify and develop opportunities for upselling and cross-selling services that align with client needs.
  • Collaborate with technical teams to resolve client issues promptly, ensuring minimal disruption to their operations.
  • Monitor and report on the health of client accounts, including usage, satisfaction, and renewal risk, taking proactive steps to address concerns.

Qualifications:

  • Bachelor's degree in business administration, IT, or a related field.
  • 2+ years of experience in client success, account management, or a similar role, preferably within the MSP or IT services industry.
  • Excellent communication and interpersonal skills, with the ability to build strong relationships with clients.
  • Strong problem-solving skills and the ability to work collaboratively with technical teams.
  • Knowledge of MSP services and the IT landscape.
  • Ability to work independently and manage multiple client accounts effectively.

Competencies Skills

  • People-orientation
  • Relationship building
  • Problem Solving
  • Planning and foresight
  • Assertiveness
  • Communication (verbal / written)
  • Presentation skills
  • Report writing (common tools)
  • Analytics tool familiarity
  • Data analysis

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