Enterprise Account Executive - London, United Kingdom - Soroco

Description

The Company
Soroco is on a mission to discover how the world works to help teams be their best.

To do this we are evangelizing and commercializing a new technology category called
Work Graph, which is a structured view of how teams get work done across people, process, technology, and documents.

What we are looking for:

The Enterprise Account Executive role has two tracks: (a) new business and (b) account growth.

In the case of the former, we are looking for EAE's who can successfully land new clients for Soroco; with the latter, we are looking for EAE's who can work closely with our customer success team to ensure we deliver on client objectives and expand the scope of the work we are undertaking.

EAE's report directly into the Regional Sales Manager and will be expected to travel where required.


The role purpose and scope:

• EAE, New business
• Identify, qualify, coordinate and pitch to qualified prospects by:
• Conducting or overseeing market research to shortlist prospects
• Completing requisite stakeholder mapping to secure meeting with decision makers
• Preparing and delivering initial pitches to seniorlevel audiences
• Managing all stakeholder requirements including technical, functional and commercial.

Evaluate and propose either:

• Opportunities for Scout engagements, by explaining the importance of a data-driven approach to planning automation journeys, and drafting the requisite proposal
• Close contract for first project by:
• Building relationships with client legal team to work through contracting
• Building relationships with client finance team to sort out pricing terms
• Building relationships with client IT and compliance to resolve an security or infra issues
• Oversee smooth hand-off of first engagement to delivery team and EAE (account growth) by:
• Hosting internal kick
• off to review SOW and project goals with delivery team
• Attending initial days of client kickoffs to build continuity
• EAE, Account growth
• Clearly defining a customer's goals for the engagement, and treating those goals as your own
• Mapping out escalation protocols in case the goal gets compromised
• Calendaring touchpoints and expectations for each one that helps the customer move closer to his/her goal; incorporate data and analysis into all these sessions, wherever possible
• Promoting adoption and usage of each live automation system by reviewing automated reports against critical KPIs
• Expand initial project into a program (i.e.

, suite of projects) by:

• Collaborating with economic buyers as well as COE groups to map out a journey for further mutual value realization; enrich these conversations with case studies and marketing
• Assessing and proposing automation projects that help to meet the client's value realization targets
• Leveraging existing relationships with procurement and legal to close necessary contracts
• Ensuring C-suite recognition of all success and future growth plans through:
• Well
• timed communication around success moments
• Frequent inperson visits to demonstrate and echo the success stories you've built across the org
• Neutralizing any blockers in the communication chain to the Clevel
• Facilitating engagements outside tactical reporting (such as product showcases and executive briefing workshops) to ensure that Soroco shows success both in execution but also though leadership

Experience and skills:

Responsibilities include

• Identify new business opportunities and drive sales growth.
• Collaborate with team members to develop and execute sales strategies.
• Delivery presentations and demonstrations to potential clients
• Provide expert consultation and advice to clients on their business needs.
• Ability to work independently or as part of a team.