Account Executive - Remote

  • Advanced Technology Group
  • Remote
  • Sep 06, 2022
Full time Account Management Information Technology Tech

Job Description

Company Overview: 

Advanced Technology Group (ATG), a Cognizant Company, is a global leader in Quote to Cash advisory, implementation, and managed services to both mid-market and large enterprise brands seeking increased agility in the “everything as-a-service” economy.?Implementing CRM, Quoting, and Billing systems are the core of what we do and we are the #1 implementation partner for three leading providers of cloud or?platform-based?CPQ and Billing Solutions. ?We provide?unique and differentiated value to our clients, our ISV partners, and our GSI partners, using years of domain expertise, a set of proprietary tools and intellectual property, and a?refined set of delivery accelerators.? 

Position Overview: 

The ATG Account Executive is a primary driver for growing our market penetration by developing, selling and closing quote-to-cash business process lifecycle (Monetization Ecosystem©) solutions involving technology, system and process optimization, program/project management and enterprise-scale cloud-based and on-premises solution opportunities. This role is accountable for executing the entire selling process lifecycle with responsibilities for leading sales and solution definition activities associated with the acquisition of new clients centered on the assigned market.  This individual will be required to perform prospecting and leading associated business development activities to create revenue opportunities for ATG – this includes the creation of leads via prospecting/networking activities, qualification of potential opportunities for customer fit and budget, creation of solicited and unsolicited proposals and RFP responses with limited assistance, working with appropriate delivery staff to create complex solution proposals, and closing potential business opportunities.  This role requires gaining client commitment for contracts and managing the client relationship through the initial project.  Additionally, responsible for attaining the revenue and margin goals established by the Executive Management Team through selling to targeted companies from $200M to $2B in revenue.  This role is a combination of developing relationships at the partner level as well as direct new business acquisition from new customers. To be considered for this role, the candidate must demonstrate excellent communication skills, hunter mentality, be results driven and have the demonstrated ability to achieve clear goals and objectives. 

Key Responsibilities: 

  • Collaboration:?Must build and nurture key relationships with Partner Alliances, Executive Leaders, Professional Services groups, and other Partner contacts in line with the ATG/Cognizant account executive strategy. 
  • Establish relationships within partner vendors such as Professional Services, Sales, Engineering, Operations, Product and Marketing as well as key relationships at the Executive level. 
  • Collaborates with Alliances and Strategy on the creation and execution of ATG’s Partner Strategy specific to subject matter areas. 
  • Communication:?Must demonstrate excellent communication skills, be results driven, and have the demonstrated ability to achieve clear but rapidly evolving goals. 
  • Knowledge:?Know, own and coordinate business processes, including support of ATG sales teams through scoping/proposal, driving pricing strategy, and managing execution of MSA/SOW with Partners (in concert with internal actors as needed). 

Key Experience: 

  • Demonstrates success and experience in the following areas: 
  • A history of sales results above quota, and in the top 10% of peers - RECOGNIZED AS A HUNTER AND A CLOSER! 
  • 5+ years’ proven experience in personally developing client accounts and relationships and selling complex solutions in the IT Services, Systems Integration or Technology Strategy Consulting sectors 
  • A minimum of 3 years’ success with Enterprise Level solution-based sales with average deal size above $150k and minimum 5 years of experience prospecting and selling to companies with revenues of $200M to $2B 
  • Experience in selling within the Quote to Cash Lifecycle space preferable. 
  • Working knowledge of the Quote to Cash, CPQ, CRM, Billing and Revenue Recognition preferable. 
  • Solutions orientation and acumen - Sales 2.0 experience (solve problems vs. selling, analytical sales approach, productive integration with lead generation) 
  • Capable of surfacing and clarifying prospect pain points, gaining insight into their organization and decision-making process through traditional and social media tools, and identifying the ATG custom solution which will solve their problems. Understands the formal and informal buying process in the customer's environment - decision makers, and influencers, and develop strategies for each to mitigate risk and move the sale to close as quickly as possible 
  • Ability to work in a small and agile company that has a team-oriented “getting things done” attitude with contagious passion and energy 
  • Solid business and technical skills to interface with customer and other team members effectively 
  • Strong consultative selling skills, problem solving skills with proven abilities to identify client requirements and creatively demonstrate how ATG can address and solve client challenges and to define and write a compelling proposal for that solution 
  • Consultative sales experience selling enterprise IT, web- and/or cloud-based custom solutions/services to C-level executives within middle-tier sized organizations are a must 

Preferred Knowledge and Skills: 

  • A leader, a committed team player, organized, and persistent with a strong work ethic, and have excellent communication skills 
  • Demonstrable C-level relationships in multiple industry verticals within the US Eastern Region markets, including but not limited to, Communications, Financial Services, Media, or Healthcare 
  • Tenacious in developing new business, comfortable in identifying new opportunities, cold calling and developing the pipeline with targeted sales and marketing activities 
  • Demonstrated experience working the entire business development process including targeted prospecting, opportunity identification, solutions definition, project estimation, and client acceptance 
  • History in selling experience of business user applications preferred over back-office IT department applications 
  • Sales experience of SaaS applications  
  • Proven experience utilizing strategic staff augmentation required to infiltrate new clients leveraging into project and/or solutions-based opportunities. 
  • Experience building a solution involving multiple users and departments is preferred over sales to a single user/department 
  • Success in selling in the assigned market desired, as well as utilizing relationships across the US. 

Education: 

  • 4-year degree in a technical or business field or study preferred or equivalent working experience.  

Location and Travel: 

  • Willingness and ability to travel?up to 50% 
  • Success in selling in the assigned market desired, as well as utilizing relationships across the US. 
  • This position location will be dependent on the candidate however virtual will be considered. 

ATG believes in advancing inclusion, acceptance, and understanding amongst our team by employing individuals who bring unique perspectives and diversity of experiences to the company. We encourage all interested individuals, including people of all races and national origin, people of all ages, people of all religions, people with or without disabilities, and/or people with any gender identity and sexual orientation, to apply.