L2 Account Executive

Job ID: 4436

Description

Do you love using your relationship skills to turn your clients into fierce advocates for you and your products?  Would you relish the opportunity to sharpen both customer retention and growth by mapping your product’s vision(s) to your client's business and IT strategies?  Do you have the discipline and fortitude to execute a comprehensive account plan to maximize the value your clients realize from your relationship? At Aurea, we will arm you with the world’s only “Netflix of Software” library to accomplish all of these goals...and more.  You will leverage our huge breadth of software products and our world-class account planning methodology to close the largest, smartest, and fastest deals of your career.  Learn more, grow faster, and have fun doing it at Aurea.

What you will be doing

In this role, you will be responsible for building and maintaining buy-in and advocacy with all key decision-makers and all project leads at every account under their care.  These relationships serve as the foundation for retaining a minimum of 90% of accounts while growing your customers' overall spend by 15% annually.

You will need to understand the value of a prescribed communication cadence plan as a vehicle for ensuring a client understands our product vision and how it overlaps with their own business and IT strategy.

With great relationships created and our vision solidly in place, you will execute a series of standard pursuit plays as part of the account plan process.  These pursuit plays are designed to put the clients on the path to innovation and expansion of their existing use cases.  

What you will NOT be doing

  • You will not “wing it” in the sales process. We have a well-developed account planning and execution process to guide you to success. 
  • You will not be engaging in cookie-cutter conversations designed to close deals so that you can simply “move on”. Rather, you'll build and maintain account relationships for the long haul.
  • You will not be spending your time following up on poorly qualified marketing leads. Our process ensures that only the highest quality leads ever get to you.

Key Responsibilities

  • Customer Relationships: You'll identify the right Decision-makers and Project Leads, and build advocacy via active engagement in Business Reviews, event attendance, and Use Case user groups.
  • Product Vision Communication: You'll make sure your customers understand the Aurea Vision pillars and are working internally to champion and expand their current use of Aurea products.
  • Commercial Execution: 
    • Follow the prescribed communication cadence in the Aurea activity playbook
    • Follow our documented pursuit plan to help you expand customer relationships
    • Deliver 90% revenue retention + 15% annual revenue growth at your accounts

Candidate Requirements

  • Clear and Engaging Communicator: Ability to personalize a discussion, written communications and account presentations in a memorable way, listening to a customer's needs and clearly articulating Aurea's value
  • Pattern Matching: An eagerness to learn more about the customer's objectives, use cases and implementation with a genuine interest in mapping those customer needs to how the Aurea playbook solves their issues
  • Trusted Advocate: Approach the customer as a partner to help them solve business problems, instilling their confidence that you are their advocate, and inspiring them to take action that will lead to their success
  • Sales Expertise: Able to convince customers to buy into a vision, and ultimately make a purchase

Nice to have

  • Previous Inside Sales/Sales Development management experience
  • Experience growing existing client relationships
  • Bachelors Degree in Business or a related field
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