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Account Executive, Strategic Partnerships

4 months ago

Oakbrook Terrace, United States Verisk Full time
Job Description

As an Enterprise Account Executive, you will grow Verisk Marketing Solutions’ (VMS) market share by engaging and selling our suite of data solutions to new and existing customers. This is an outside sales role where you will be consultatively selling complex solutions of varying deal sizes across focused vertical markets (to be named) to both brands (or end users) and platform providers. 

Internally, you’ll work closely with cross-departmental resources to develop an strategy to drive client engagement. A solutions consultant will help you to match our products to the client’s needs and our product team is always willing to help brainstorm and help throughout the sales process. You will also partner with Success team members to that help drive customer value and engagement. Team selling and collaboration across the organization is very important. 

NOTE: The essential functions are intended to describe the general content of and requirements of this position and are not intended to be an exhaustive statement of duties. Specific tasks or responsibilities will be documented as outlined by the incumbent's immediate manager. 

ESSENTIAL FUNCTIONS:

Enterprise Account Executives are responsible for using their initiative to identify prospects, analyzing sales options, recommending product solutions, and maintaining relationships with clients while expanding revenue opportunities.

Our most successful Enterprise Account Executives are skilled at uncovering problems our potential clients might have. Listening and the ability to probe with thoughtful questions will enable you to close deals faster. 

Managing all phases of the sales lifecycle including prospecting and developing leads; traveling to and meeting with customers; developing value propositions; financial deal structuring to contract negotiation and closing. Identify and engage the right customer stakeholders to drive consensus for deals; work cooperatively with internal team for deal success. Manage selling activities for an assigned list of accounts delivering revenue against quarterly and annual targets. Selling our products through a defined solution selling methodology aimed to teach our customers to think differently about a business problem and leading them to our solution. Develop accurate forecasts and manage sales activity in CRM ( experience a plus) Learn the marketing technology and data domain to understand how VMS’s offering can be applied to all stages of your customer’s marketing and data operations – new business acquisition, cross selling, upselling and retaining accounts. Understand your customer’s marketing strategies to develop use cases and the highest impact plan for value creation. Establishing an executable strategy which includes leveraging your existing business relationships and personal networks to generate sales leads for your pipeline. Working closely with VMS sales peers to share industry, deal, and sales “best practice” knowledge with sales community 

Qualifications

5+ years of solution sales experience through defined sales process (Challenger, Value Selling, Sandler, etc.); sales experience within a SaaS or DaaS business model preferred  Experience selling data products at executive level, preferably in marketing departments. Professionally assertive, not afraid to influence traditional thinking at any level of an organization. Can take prospects on a solutions journey to navigate the transition towards a new and better way of achieving business goals by using compelling, data-driven insights. Strong familiarity with the marketing technology and data industry selling complex data and analytics products, ideally to industry focused accounts  Experience prospecting while effectively engaging initial points of entry and quickly navigating the conversation to key stakeholders and across executive leadership. Proven track record of being a top performer within a data and technology sales organization and demonstrated success exceeding goals involving large, complex, enterprise deals. Demonstrated use of for pipeline management and as a tool for driving disciplined and repeatable sales processes.

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