Strategic Account Executive
Description
Strategic Account Executive
Company Overview
Building upon more than 50 years of industry-leading experience, Aspect is reimagining workforce management tools with a new approach to innovation.
We are proud of our technology, but we take even more pride in the talented team that makes it all possible. The Aspect team embodies our heart of innovation, made up of bright and determined creative thinkers committed to putting people at the center of every work process.
The only way to build exceptional workforce technology is by giving employees the space to be just that—exceptional. We believe in promoting a workplace built upon empowerment, collective growth, and autonomy, ensuring every individual has space to shine and put their best foot forward. If you are interested in being part of an outstanding team creating best-in-class workforce technology, you’re in the right place.
Position Overview
As a Strategic Account Executive at Aspect, you will play a key role in managing our most strategic existing customers and in generating new business opportunities and driving pipeline with our most strategic prospective new logo accounts. Your primary focus will be prospecting, qualifying leads, and closing deals. You will both “hunt” and prospect as well as sell and close deals. This is an excellent opportunity for individuals very proficient at building strong, valuable relationships and who are looking to continue to develop a career in SaaS sales with a focus on lead generation and business development and strategic account management.
Essential Job Functions
Establish new and expand current relationships with large contact center organizations and build a deep understanding of their strengths and challenges.
GTM Tools Management: Accurately document all activities and interactions within the GTM tools (Salesforce, HubSpot, 6Sense, ZoomInfo, Sales Navigator, LinkedIn, etc.), maintaining an up-to-date record of lead status and engagement.
Market Research: Conduct research to understand industry trends, competitors, and potential customers, contributing to the development of effective sales strategies.
Collaborative Work: Work closely with Sales Development Representatives and the marketing team to develop strategies for identifying and nurturing leads to progress them through the sales pipeline.
Performance Metrics: Meet or exceed daily, weekly, and monthly lead generation targets and KPIs, including quota attainment.
Forecasting: develop and manage accurate forecast week over week, including diligent updating of opportunities in SalesForce.
Culture Alignment: aligned with our culture at Aspect, including having a growth mindset and being able to adapt quickly to change, leading and acting with empathy, and collaborating effectively with others.
You will manage an existing book of business with the opportunity to upsell & cross-sell across multiple lines of business within your strategic accounts.
Prospecting & new logo strategic acquisition of F500 accounts within your assigned territory.
Understanding and mapping of large, complex accounts with multiple lines of business.
Responsible for forecasting and achievement of quarterly/annual target quota.
Building relationships with existing partners and working with the channel team to identify new channel partnerships.
Present Aspects solutions using a value-selling approach and methodology.
Manage customer relationships and assume ownership of deadlines and deliverables to ensure Aspect is correctly positioned to win business.
Lead complex negotiations of long-term agreements with Global Strategic Accounts.
Develop C level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer’s transformative objectives.
Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers goals and objectives, and analyzing where Aspect can add value.
Maintain accurate forecasts and report to the sales leader on the status of New and Expansion opportunities for weekly sales meetings. Leverage MEDDIC framework in SFDC and document weekly progress.
Accountable to reverse closure steps and establish jointly owned timelines with Customers. Understand the purchasing process fully and be able to document progress against required steps to closure.
Organize and deliver executive level presentations, proposals, commercial terms with Customers.
Build and maintain relationships with channel partners to establish joint value propositions and Customer value.
Participate in team meetings and deliver GTM guidance on how to better partner with accounts.
Ideal Experience
10+ years of experience in a B2B sales or an account executive role, ideally within the contact center industry.
Proven ability to conduct outbound prospecting and initiate conversations with decision-makers.
Experience with HubSpot and Salesforce is a must; experience with 6Sense is ideal.
Proven ability to successfully sell into new logo prospective accounts and to new areas inside of strategic existing accounts and close deals through excellent presentation, relationship building, and organizational skills.
Demonstrated ability to craft compelling business and technical justifications while leading a consultative sales cycle.
Experience closing 6-7 figure deals within Fortune 500.
Proven track record of navigating complex organizations at the executive level.
Experience selling to Contact Center, Business Unit Leaders, Economic Buyers, and a variety of technical and non-technical personas.
Dedication to understanding the product and developing deep domain knowledge.
Proven track record of successful outreach and closing deals.
Excellent written and verbal communication skills.
Strong understanding of CRM software (Salesforce, HubSpot, etc.) and sales prospecting tools.
Highly motivated, independent, self-driven, and able to thrive in a fast-paced environment.
Strong research, organization, and time management skills.